by Bubba Mills
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“Bringing Teams Together,”
“Maintain a Laser Focus,”
“You Must Give to Receive,”
“Take Control of Your Future,”
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 the top real estate agents
and mortgage companies. His articles do not necessarily
represent the views or opinions of Corcoran Consulting LLC
clients or other entities he represents. For more information
call (800) 957-8353 or visit CorcoranCoaching.com.
Reach Mills at firstname.lastname@example.org.
Move Beyond the Headlines
In down times, look for solutions instead of excuses
By Bubba Mills
Albert Einstein once said: “It’s not that I’m so smart, it’s just that I stay with prob- lems longer.” Over the last few months, numerous
articles, graphs, analytical reports and economists’
blogs have focused on how the third and fourth quarters of 2017 are going to be nothing short of horrible.
Maybe you’ve seen them.
The only rational response to all of this — what each
of us should feel every morning when our feet hit the
floor — can be narrowed down to one word: “solution.”
What’s the solution?
Look, from the day we’re born until the day we die,
life will always be fraught with difficulties — whether
they’re real or perceived. We’ll never have a shortage
of problems. That’s life.
All of this information we have access to is fine. It
helps us think about the future and, oftentimes, it
helps us be better prepared for what may come.
But here’s the rub: You always have a choice about
how you react to anything — bad news included. The
top producers in the mortgage industry — or any industry for that matter — always choose to think about
solutions over any other possible reaction to news.
And the losers? They just see huge obstacles and excuses. Instead of being motivated by mountains, they
are defeated by their own thoughts.
Here’s a trick you can start using today. Every time
you hear words like “problem,” “difficulty,” “hurdle,”
“obstacle,” etc., replace them with the word “motivator.”
Soon, it will be an automatic reaction that not only
immediately starts you thinking about solutions, but
also boosts your mood.
Navy Seals learn how to get comfortable being
uncomfortable. The more-colorful phrase they use
for this process is “embrace the suck.” In one of their
exercises, they link arms with their classmates and stand,
sit, or lie in the frigid Pacific Ocean until early-stage
hypothermia begins to set in. This is where they learn to
embrace the suck.
Discomfort comes in many forms. When you embrace that as a reality you increase the size of your
comfort zone. And who doesn’t want to be more comfortable? Embracing discomfort also can make you
become more confident and gain momentum to face
even larger challenges.
So, after you learn to embrace the suck and thrive
no matter what the headlines say, what specifically
can you do to improve your business during the rest of
2017? What are the solutions? Following are a few ideas.
You need to keep your name in front of prospects.
To do this, tap as many ways as possible to increase
the number of people who can learn about you and
All of these channels can provide future business:
Realtor referrals, past-client referrals, direct mailings,
online marketing to promote your website, e-mailing,
phoning, holding networking lunch-and-learn presentations and presenting first-time homebuyer presentations. Also, be sure to network at appropriate events,
write articles for industry trade magazines, speak at industry conferences and volunteer at association events.
Focus on the money
Businesses related to the real estate industry can make
it through recessions. How? Think back to 2008 during the Great Recession. People were still buying and
selling houses in 2008, and refinancing, too. But many
in the industry focused on all the foreclosures instead
of the people who were actually still buying, selling,
refinancing, investing and renting.
Keep your eyes on where the action is and where
the money is going instead of getting caught up in the
negatives. News can scare us or motivate us — how
we interpret it is our choice. The headline “Home Sales
Down for Third Quarter in a Row,” can also be read as:
“Slower Home Sales Lead to More Refinances.”
Question past clients
You’ve heard this a million times, but to improve and
grow your business, you must stay in touch with past
clients. What you may not have heard is this particular
reason why: to ask questions.
Your past clients are a gold mine of information about
how you can be better at your job and grow your business. Ask questions and listen intently to learn what they
were seeking in mortgage services. Then use that feedback to strengthen your sales presentations and better
position your long-term efforts to get more customers.
Take care of yourself
Unfortunately, we all let tough times get the better of
us sometimes. If you take time to take care of yourself
regularly, you will make it through those trying times.
Keep your motivation high by setting a daily goal
you can reach, and acknowledge the achievement.
This creates momentum to reach higher goals. Learn
to catch yourself when you’re thinking in negative
ways and replace those unproductive feelings with
positive thoughts. n