Bubba Mills is CEO of Corcoran Consulting & Coaching, an
international real estate, mortgage and small-business coaching company committed to helping clients balance success in
business, while building value in life. Mills is a nationally
recognized inspirational and educational speaker, coach and
mentor to top real estate agents and mortgage companies.
For more information, visit CorcoranCoaching.com/programs
or call (800) 957-8353. Write to Mills or visit
facebook.com/CorcoranCoaching for a free consultation.
Reach Mills at firstname.lastname@example.org.
Take Control of Your Future
You can make this year your best yet, no matter who is president
By Bubba Mills
President Theodore Roosevelt once said: “If you could kick the person in the pants responsible for most of your trouble, you wouldn’t sit for a month.”
With that quote in mind, let’s talk about you and
what you want for 2017. What will make you happy and
most fulfilled for 2017 at work? Offering more loans, or
at least more than you did in 2016?
Pretend it is January 2018 and look back over the
coming year. Be specific, with lots of imagery and specific numbers. In January 2018, what will your life at
work be like? What are you enjoying as you look back
over 2017? How are you feeling? What are your family
members, co-workers, customers and others saying
Go ahead and write down your answers. Then
Now here’s the real test: How bad do you want it?
Anything truly worth having is worth working for —
and that means really working hard.
Here’s the thing. We live in a push-button society. Whatever you want, you just push a button and
voila — it appears like magic. Type a word or two into
Google, press Enter and a world of answers appears in
front of you — literally within one second. Want light?
Flip the switch. Want to drive? Turn the key.
This is important because when it comes to making
true life changes, we can easily forget that not everything in life is push-button easy. If you want a better
2017, you’re going to have to work for it. There are no
buttons to push or knobs to turn for more success in
the mortgage industry. If there were, everyone would
be in the business.
We’ve all heard the excuses. This past fall many
excuses centered on who would win the White House.
“If Candidate X wins, we’re doomed.” “If Candidate X
doesn’t win, we’re history.” Then there are the standard excuses: “The economy stinks.” “Nobody’s buying.” “The mortgage rates are too high.” They go on
and on. Cue the violin. Oh, poor snowflake, do you
need a little break to take in everything that is working
If you’re not where you want to be in life, visit the
nearest mirror for some one-on-one time with the
source of that problem. Remember this: Mortgages are
a necessary part of life. Think about it. Humans need
food first and then shelter. It’s been that way since the
beginning of time. It remains true today, and it will stay
that way tomorrow. Your service is absolutely essential,
no matter what the economy looks like, so never focus
on outside factors like who gets elected president.
So before going any further, you need to make this
pledge: “I and I alone will take full responsibility for
my life and what I achieve and don’t achieve in the
mortgage industry in 2017 and every year thereafter.”
You in? Good. Let’s keep going. Once you accept
these two items in your toolbox — realizing hard work
is ahead and accepting responsibility — you’re well on
your way to a much better 2017.
The rest is simple:
■ ■ Get focused on your potential customers.
They pay the bills, so examine where your client
■ ■ Actively network for referrals and reviews.
base came from in 2016 and earlier. Was it a specific
marketing tool? From referrals? From your web-
site? Social media? Find out and continue doing
what gave you those clients. This is one of the best
pieces of advice ever: “Find what works and do
more of that.” It’s simple, but wise.
Referrals are imperative in the mortgage industry.
Top mortgage originators understand this because
a large percentage of their clients come from referrals. To encourage more referrals, it is always important to keep a client-first mentality and constantly
seek to improve every borrower’s experience
through world-class service.
■ ■ Keep your online presence sizzling. Learn and
use search-engine optimization (SEO) techniques.
Actively seek out positive online reviews from sites
like Yelp, Zillow, Angie’s List and others. Treat
social media — LinkedIn, Facebook, Twitter and
Google+ — like a business tool by posting regularly
and responding quickly.
■ ■ Learn and use the letters MIT. This stands for
Most Important Tasks. You must do them daily to
make a difference. Everyone in this industry knows
how many distractions you can find instantly without even trying. Outline your MITs, and live by them.
More importantly, complete them every day.
Finally, remain resilient. One thing is certain in life:
Things won’t go as planned. You’ll hit walls. You’ll hear
“no” a lot. That’s OK. They’re called learning experiences. Take them and keep moving. Heed the words
often attributed to Winston Churchill: “When you’re
going through hell, keep going.” ■
For more articles on career
View these articles and more at
“Break Free From Your Cage,”
“Invest in Your Success,”
“Care for Your Career,”