Kelly Resendez is executive vice president of sales and
development for Paramount Partners Group, a residential
mortgage lending company. She has more than 20 years of
experience in the industry. Resendez also is the author of
“Foundation to Sustainable Success: A Conscious Guide to
Mastering the Mortgage Business,” which explores the critical changes you need to make to succeed in the mortgage
origination business on your own terms. Reach Resendez at
email@example.com or (916) 746-8077.
Prepare Now for Future Success
Distinguish yourself this year with goals and a business plan
By Kelly Resendez
With another year ended, it’s time to look back on what was accom- plished and celebrate successes. For many, 2017 was a good time to
be a mortgage originator. Housing prices closed in
on pre-recession highs, and the number of millennials looking to buy homes began to rise as well. Some
may have experienced a dip in income and production,
however, as refinances decreased more than purchases
Last year also saw a rapid increase in the use of
online technology to access loan information and
lenders as consumers look for a mortgage process that
is fast and easy. Some originators feel this technology
is threatening to make them obsolete, but the mortgage process is complex. Although most people are
fine filling out an application or submitting tax returns
and bank statements online, it doesn’t eliminate their
need for professional expertise from a trusted adviser
when making critical financial decisions.
Successful originators in 2018 will find value in using
technology to enhance service, not replace it. They’ll
be the ones who recognize that technology can help
them do what they really love — steering and coaching people through a great mortgage experience —
instead of wasting time on mundane tasks.
How originators take advantage of this hybrid process between technology and human touch to distinguish themselves online so real estate agents and
buyers turn to them first when looking for a mortgage
will determine their success. So, whether you had a
banner year or feel you could have done better, now is
the time to consider making some changes.
Focus on the target
January is the perfect time to recalibrate and take a
hard look at where you’ve been and where you want to
go. Begin by setting goals and creating a well-defined
business plan to achieve them.
Setting goals at the beginning of the year enables
you to hit the ground running. Goal setting is a simple
tool that helps people focus their energy in a positive
direction. Not having goals is like shooting a rifle without aiming. If you don’t aim, how do you know when
you’ve been successful?
The first goal that comes to mind for most originators is to increase their revenue. They want to make
more money than they did the year before. That’s all
well and good, but to make more money in this technological age, your goals will need to encompass
Goals in 2018 need to include things like innovation,
Realtor retention, lead generation and database management. In addition, if you truly want to be successful,
you need to be happy doing what you’re doing. Maintaining a work/life balance that ensures happiness also
should be included in your goals.
Goals should propel your vision forward. They give
you focus. Goals also must be measurable so you can
celebrate your successes. They hold you accountable,
which in turns helps you avoid procrastination and
distractions. Being our own boss with few deadlines
makes it all too easy to put things off.
Finally, goals should be flexible. As your priorities
change, so can your goals. You can add new ones and
delete others that no longer serve you. Here is a simple
five-step process for setting goals:
n Make a long-term commitment. Setting goals
won’t do any good if you don’t commit to achieving
them. Share goals with a co-worker, spouse, or other
trusted adviser to ensure your commitment lasts.
n Identify what you want. Spend time on this and
be specific. The more honest you are about what you
want, the easier it is to build a plan for achieving it.
n Recognize why you want it. It’s not enough
to say you want to make more money this year.
You need to know why those extra dollars are
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