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“Seize the Business Day,”
“A Legacy of Respect,”
Malcom B. Hollensteiner,
“The Road to Success,”
Bubba Mills is CEO and owner of Corcoran Consulting and
Coaching Inc., 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 education
speaker, coach and mentor to top real estate agents and
mortgage companies. For more information about
Corcoran Consulting & Coaching, call (800) 957-8353 or
visit CorcoranCoaching.com. Reach Mills at
Maintain a Laser Focus
Time management is the difference between extraordinary and average
By Bubba Mills
Lee Iacocca, who revitalized the Chrysler car brand in the 1980s, once said: “If you want o make good use of your time, you’ve got to know what’s most important and then give it
all you’ve got.”
If you’re looking to make the rest of 2017 a more pro-
ductive time, you’re in the right place. Keep reading.
As it turns out, it looks like the second half of 2017
could be a great one for those in the mortgage game.
The spring homebuying season began with a
huge bang. Despite rising home prices, new home
sales rose 5. 8 percent in March and 15. 6 percent on a
year-over-year basis, according to the Commerce
Department and the U.S. Census Bureau.
Analysts say borrowers are likely to take advantage
of mortgage rates as they remain low. Plus, some
experts believe home prices are actually beginning
to level out — with new-home construction stabilizing. So, more affordable homes are going to be coming to the market. That means the door is opening
wider for first-time homebuyers.
What’s more, the National Association of Realtors
reports existing-home sales leaped to their highest
pace in more than 10 years this past March, reaching a
level of activity not seen since February 2007.
Add all this to the fact that the country is now
full of renters. In fact, renters rule half of U.S. cities
because the rate of U.S. homeownership fell steadily
during the foreclosure crisis, turning millions of owners
Key to success
So, yes, the market looks to be setting up nicely for
everyone in the mortgage business. But none of that
matters if you’re not using your time in ways that help
you capitalize on the market.
Loan originators across the country run the gamut
from extraordinarily successful to just plain bad.
Many, however, are average — you know, just getting
by — making enough money to stay in the profession,
but not enough to stand out from the crowd. These
run-of-the-mill originators close somewhere in the
neighborhood of 20 to 30 loans a year.
Sales coaches spend a lot of time watching and
learning from extraordinary folks so they can help the
bad and average ones become extraordinary. Sure,
top producers are smart, driven, and have a great
vision of what they want their lives to look like. But
what top producers do best is appreciate and manage
All successful people have a serious — even dignified — respect for time. Why? Because when everything is said and done, that’s all any of us have. And
those who use their time the best will always be the
best — no matter what field they’re in.
Time management tips
Here are five tips to help you get control back and capitalize on your time to make the rest of 2017 profitable:
■ ■ Focus on what makes money. Go back to your
last sale and track it from beginning to end. How
did it get started? What happened next? Then after
that? To go forward, it helps to look in the rearview
mirror to see what worked. Then, develop a system
to make that chain of events reoccur over and over
again. Far too many mortgage originators get sidetracked in the hustle and bustle of business and end
up doing things that simply don’t make sense. Stay
focused on the tasks that actually lead to income.
Everything else is a waste.
■ ■ Identify and squash time wasters. Beware of
pitfalls that take you away from money-producing
activities. The world is chock-full of them. Take
paperwork, for example. Think of the state of Ohio
(“only handle it once”) when dealing with paper-
work. File it, act on it or toss it so that you don’t get
buried in it. Another time killer is the unexpected
phone call. Set aside specific times of the day to do
all of your phone calling, e-mailing, etc.
■ ■ Prioritize your day. After steps one and two, the
next logical move is to schedule and prioritize those
money-making tasks. It’s as simple as creating a
to-do list. Here is one trick: Write your to-do list the
night before. Why? By writing it out, you’re planting
those items in your brain. Sometimes when things
simmer overnight, great ideas can emerge.
■ ■ Set goals. A salesperson without a goal is like a
runner without a finish line or a golfer without a hole
to aim for. Those two simple words — set goals —
have the power to move mountains and change your
life forever. It sounds so simple but many originators
when asked about their goals, swallow hard and loud
and give you a blank look. Make your goals measurable, attainable and most of all noticeable — place
them where you will see them daily.
■ ■ Create accountability. Finally, you can create
the best time-management plan in the world, but if
you don’t have accountability to get the tasks done,
you might as well flush the plan down the toilet. Get
team members together regularly for the sole purpose
of holding each other accountable for getting key
A daily activity schedule may not turn you into Lee
Iacocca, but it is a great first step in learning to make
good use of your time. You can find free sample
schedules online to use as a guideline for developing your own, or you can obtain one from a friendly
sales coach. ■