I know Christmas is five days away. I also know that it is a “holiday week” and many people have packed up and gone away until next year. Believe me, I know how many have called it a year and are taking a well-deserved break to enjoy some time off to unwind. To those people, BRAVO! Enjoy!
For those of you that found 2012 not to be all you had hoped, or one where you didn’t have as much success as you would have liked; or just realize that you can do better or NEED to do better, congratulations, you have an opportunity.
The most important four days for your success in 2013 may just be ahead of you. December 26th through 29th could be a very special four days. While many are taking time off, some people are out looking to buy a house. Some are looking to sell those people the house they are looking for. These people are not out looking for decorating tips, or at their desks because they want to be. They are out there because they HAVE TO BE!
This low traffic, low volume time represents a golden opportunity for mortgage professionals who are prepared to make a minor commitment of time and energy can reap huge returns. The key to these returns is VISABILITY! If you plan on working these days, you need to let everyone know about it. Send out an email, pick up the phone, get out of the office and hit the road and visit every potential referral partner and let them know you are working and are there to support them.
If 2012 didn’t meet your expectations, you need to make changes. If your business was less that 20% off where you want it to be, then a few simple tweaks of your systems and procedures will help. If your business is farther off than that, you will require real structural changes to get to where you want to go. You need to start at the beginning.
Plain and simple, you don’t do enough business because you don’t talk to enough people. The mortgage business is really pretty simple. Commissions come from closed loans. Closed loans are a result of taking applications. Applications are taken after we have reviewed documentation and credit reports, and that only comes after you talk to people!
Everyone who wants more business needs to get out from behind a desk, stop hiding behind email, texting, and websites; and get out and go talk to someone. ANYONE!
Most of the people in this country own the place they live. The rest live in a place that is rented. You can make the cost of home ownership lower for most of the owners, and you can help those that rent find a path toward home ownership, which in many cases, is less expensive than renting!
December 26th through 29th it is likely you won’t find many people around, but neither will you find much competition. Those that you find may long remember the fact that you were there long after the end of the year.
Think about this, on either January 2nd or January 7th, a whole new wave of mortgage professionals fresh off vacation, or having read a self-help book, or full of new energy to take on the world, will enter the market trying to secure purchase loan business. Just like every gym in the country, offices will be full of originators soliciting loan business; they will be everywhere! So my question to you is, would you rather get out next week when nobody else is out there, or do you want to wait until next year and be part of the frenzy?
Just a quick update from last week’s post, an actual Comcast® employee arrived at my home at 10am and spent a few hours getting everything up and running. He was very professional, was very apologetic, and acknowledged the challenges with both their customer service centers and the use of contract service providers. He took the time to double check that everything was working as we needed it to.
The technician employed by Comcast® was a professional and did a great job. Too bad his company and his fellow employees aren’t as dedicated to customer satisfaction as he is. We all need to learn from this lesson. No matter whom you work for, or what your position, you need to be that person that understands that without the customer, we have nothing!
Enjoy the holiday season with your families, as I will enjoy having a wonderful Christmas celebration with mine in our new home!
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