By douglas Smith
A Case for Discipline
douglas Smith & associates
living by the rules can spell success
There are a number of central traitsthatdriveoriginators’suc- cess in the mortgage industry,
but perhaps no trait is as vital as sheer
discipline. Knowledge can be taught
and experience can be overrated; arguably, discipline is what makes or
breaks anyone working in the mortgage industry today.
It’s crucial, then, for mortgage brokers and originators to work — and live
— as disciplined professionals. As you
develop your personal discipline, you
improve your image as a sales professional, increase your opportunities for
business and improve your own results.
The notion of discipline itself is not
complicated. It’s made up of simple
things that you demonstrate every day
in myriad ways, however minor. Those
ways may include simply being prompt
for meetings, appointments and con-
ference calls; creating to-do lists each
morning; sending thank-you cards af-
ter every customer appointment; mak-
ing scheduled, organized sales calls
to existing clients each week; and de-
livering the things that you promise to
clients within the time frames that you
Try giving yourself a short self-assessment. If you could assign yourself
a grade on discipline right now, what
would it be?
A: I’m extremely disciplined in my work.
B: I’m mostly disciplined in my work.
C: I’m sometimes disciplined in my
D: I’m not very disciplined in my work.
F: I’m not the least bit disciplined in
If you gave yourself any grade less
than a B in the preceding assessment,
it’s certainly in your best interest to
force yourself to operate your business
in a more disciplined manner. More
specifically, consider tackling each of
the following seven points. Although
some of them may seem insignificant,
they can add up to a major improvement in your daily professional life.
1. To be on time for work every day
2. To be prompt for meetings, appoint-
ments and conference calls
3. To submit your reports on time
4. To organize your day based on a to-
5. To track your leads and sources of
6. To follow up with every potential
7. To follow through on all of your
Fulfilling these objectives will make
an enormous difference in how people
see you and the results you achieve.
Imagine, for instance, what moving
from one grade up to the next would
do for your professional image and
To some extent, discipline cannot be
taught. There are no classes for mortgage professionals to take or books to
be read that simply can make a person more disciplined. Ultimately, it
is a choice. What’s your choice going
to be? •
This article is adapted from Douglas Smith’s
book, Green Zone Selling.
douglas Smith, president of Douglas Smith
& Associates, is an authority on sales and
marketing in the mortgage industry. Smith
is a 28-year industry veteran and a nationally known speaker and sales trainer.
He shows lenders and loan officers how
to find more customers and make more
money. Smith is the author of Climbing
the Ladder of Success and the recently
released Green Zone Selling. For more
information, visit DougSmithOnline.com or
call (877) 430-2329.
Bridgeview Bank Mortgage in Illinois Built for and by Top Producers
Erik J. McLaughlin
RVP of Sales
Call or e-mail us to learn more
on how you can join a sales-driven
mortgage company built for and by
Top Performing Originators.