dramatic clients. Maybe that means
giving up tasks that don’t produce
income. Maybe it means giving up
time with friends who don’t feed your
Maneuver and focus
Write your life plan in pencil and be
prepared to pivot. There are always
things that are not going to go according to plan.
First, rethink failure. It is necessary
for success. If you are not succeeding
at the level you want, there is a strong
chance you are not risking or failing
enough. Success is the byproduct of
learning lessons and not repeating the
Second, be nimble enough to shift
your strategy. If originators know the
daily number of conversations needed
to secure an application, and halfway
through the day realize they’re losing
ground, it’s time for a pivot. Find one
action you can take the rest of the day
to make up for lost ground, and execute on it. Too often, land mines take
people o; course.
Your focus, meanwhile, can do more
for your success than any other single
action. Just like how you can start a ;re
by focusing the sun through a piece
of glass on something ;ammable, you
can ;re up your mortgage career the
What would happen if you focused
your call activity for 30 days, or if you
focused your borrower consultations
on making emotional connections?
What would happen if you delegated
lower-level activities instead of handling them yourself, or if you conceded
that “multitasking” is impossible, and
all you are really doing is switching
between tasks? What if everything that
typically interrupts your day could be
tamed and order put to it?
You and your career would be on ;re.
Plan and be accountable
It’s hard to have faith in your future
unless you have a plan for your present.
With that plan comes power.
When you trust a plan, you have con;dence in your vision, know your purpose and know your necessary daily
steps. Mortgage originators who want
to close 200 loans in a year, for example, may know that they must talk with
four potential buyers a day. They must
convert one of those to an application,
which will then close in 90 percent of
cases. Without knowing those numbers, you cannot trust the plan, because
there isn’t one.
Finally, you must be accountable for
your actions. This is the most powerful decision you will ever make. If you
could have done it yourself, you would
have done it by now. Don’t let life’s
circumstances take over life’s disciplines. Success requires support.
Any person succeeding at a higher
level than previously attained has
engaged some program of accountability. See it as your friend and not your
foe. That’s why personal trainers and
;nancial advisers matter. They help
their clients remain accountable.
There is zero downside to accountability. You just have to be willing to
open up, be a little vulnerable and see
it as fuel for your success. ;
<< Cage continued from Page 86 “It’s hard to have faith in
your future unless you
have a plan for your