Perfecting Your K.I.C.K.
It’s not time to slow down — it’s time for brokers to step it up, literally
By Louise Thaxton, branch manager, Fairway Independent Mortgage Corp.
Record-breaking U.S. Olympic
swimmer Michael Phelps inspired
and captivated audiences worldwide with his performance at 2008’s Summer Olympics. He also likely would be the
first person to admit that he could never
have achieved the success he did without
a strong kick.
While mortgage brokers don’t even
need to know how to swim to find success,
they can use the acronym K.I.C.K. in their
pursuit of professional success.
Here’s a look at each letter.
The first letter of the acronym is eponymous. In this case, however, we’re not talking about how to swim faster but instead
how to do the following:
■ Kick out negative thinking: Brokers
seeking success should stay positive. Some
great ways to do this include reading positive books, listening to positive teachers and
associating with positive people. In physics,
positives attract negatives and vice versa. In
human relationships, however, the opposite
is true. Stay away from negative thinkers.
■ Kick up your discipline: It’s easy to
start to slack at work. Perhaps you’ve been
going in a little later or going home a little
earlier — or both. If so, you should reverse
that trend immediately.
“What can you do to
help you stand out from
everyone else? That’s the
question at the root of
finding your creative niche.”
Rather than slack off, make calls to your
database or build a new relationship with
a Realtor. Right now is the perfect time to
build relationships with Realtors, many of
whom have lost previous business partners
after the recent contraction in mortgage-industry employment. It’s a great opportunity for you to buckle down and expand
■ Kick in your motivation: Get up and
get to work. Brokers who whine about all of
the reasons they can’t be successful ensure
their own failure. You can whine or you
can win. Today’s economic hardships are
hardly unique to the mortgage industry.
Remember, if you’re not willing to do your
job and do it well, there are plenty of people
looking for work who would be happy to sit
at your desk.
Inspiration refers to something that instigates action. Brokers who lack inspiration will find it difficult to motivate
If that is the case for you, make a conscious effort to seek some form of motivation that changes that. Ask yourself: What
inspires me most about the mortgage
If you’re most passionate about forming client relationships, spend extra time
calling your database and reconnecting
with past clients. Ask them for referrals
and testimonials. If it’s Realtors you enjoy
talking with most, carve out the extra time
you need to form more relationships with
them. Start with the most-successful Realtors in your market and go from there.
Perhaps your passion is helping people
find liquidity, safety and rate-of-return in
their finances. Now also is a great time to
connect with accountants and financial
planners looking for new alliances with
mortgage brokers. You might also consider
joining a business networking group and
establishing partners that way.
When you show your passion all the
time, people will want to do business
with you and form relationships with you.
There’s a magnetism to passionate people
that starts from the heart and cannot be
their new home, think about sending a gift
to the referring Realtor at the same time.
Whatever you decide to add to your
business model, make a special effort to
add a creative twist that will set you above
Louise Thaxton has been a producing branch manager at Fairway Independent Mortgage Corp. for eight years. She is a certified mortgage planner with
more than 10 years’ experience in the mortgage business. Thaxton speaks at
industry events and is one of the featured women in the recently released book
Stilettos in a Loafer World: Mortgage Women Who Walk Their Talk by Karen Deis.
Contact Thaxton at email@example.com.
What can you do to help you stand out
from everyone else? That’s the question at
the root of finding your creative niche.
One idea is to improve the level of
service that you provide to clients. If you
decide to go this route, make a list of the
action steps you want to take with each
client. Aim to create a client experience
rather than just a business deal. Incorporate others in this, as well.
For example, if you decide to send clients
a housewarming gift after they move into
Keeping on keeping on
It has been said that perseverance is the
hard work you do after you get tired of the
hard work you’ve already done. To find success in today’s market, mortgage brokers
must keep on keeping on.
Someone once said, “The race is not always to the swift but to those who keep on
running.” Michael Phelps again exemplifies this. In 2004, he had a goal of winning
eight gold medals at that year’s Summer
Olympics. Instead, he won six gold and
Many people would have accepted that
as success. Not Phelps. Instead of calling it
a career, he trained for four more years and
achieved a level never seen before.
Likewise, there is no time for slowing
down in a tough economic climate. Instead, keep your focus, keep on working
and keep on believing.
Illustration: Dennis Wunsch