Monthly Archives: July 2017

How to Pin-Point Opportunities with Potential Referral Partners

By | Mortgage Business Tips | No Comments

coffeemeetingtodayGetting comfortable with facilitating VALUABLE face to face meetings with potential referral partners such as, Realtors, Financial Planners, CPAs, Attorneys & Insurance Agents is the key to opening up opportunities and quickly identifying if the person with whom you are meeting, is a good target for you for cross-referral purposes or not.

It’s important to have a set of open-ended questions prepared that will allow the other person to be in the spot light and share their business growth goals, hopes, ideas and challenges with you so that you can pin-point ways in which you can help them and vice versa.

Here are two sets of questions that I hope will aid you in this extremely important endeavor, which is a key pillar to growing your business…

Questions for Financial Planners, CPAs & Insurance Agents

  1. What types of marketing methods or lead-generating type activities are you engaging in this year to grow your business?
  2. How are you hoping to separate yourself from the competition, your brand, your special services, tools or systems you offer, etc?
  3. Where do you network or what groups or memberships or associations are you a part of that helps you to meet people and add them to your database?
  4. Do you ever give presentation or, “Lunch-n-Learns” for your clients or for the general public?
  5. If you felt zero fear, what would you do in order to build-up your business?

Questions for Realtors

  1. What types of marketing methods or lead-generating type activities are you engaging in this year to grow your business?
  1. How are you hoping to separate yourself from the competition, your brand, your special services, tools or systems you offer, etc?
  2. Where do you network or what groups or memberships or associations are you a part of that helps you to meet people and add them to your database?
  3. What do you feel are some of the biggest mistakes you’ve seen Realtors make, that you want to make sure to avoid?
  4. What types of scenarios have been creating hiccups for you and your clients in terms of closing deals and working within today’s mortgage loan processing environment? (This is how we get them to open up about “complaints” “gripes” “mishaps/disappointments” with other Lenders)
  5. Is there any type of home buyer situation that has been tripping up your team, such as condos, 203K, VA buyers, buyers from overseas, down payment assistance issues, etc.?

Come prepared to your face to face meetings, ready to facilitate, ready to inquire, ready to listen!

Will YOU Benefit from Hiring a Coach?

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CoachsCornerclearfearNot everyone is ready or in the right frame of mind to truly benefit from engaging with a partner whose whole purpose, drive, expertise and mission in life is to help you achieve exactly what you really, really want!

Seems odd to think that someone might not be ready or willing to receive everything that they really, really want, right? However, to get those things that we set our sights on, that seem challenging at the least and impossible at the worst, we have to be willing to change and possibly, change a whole lot!

Obviously there is something keeping us from getting what we want and if nothing needed to change, well…we’d already be living the life we envision or in possession of the things we covet, right?

Change is the most difficult experience to embrace and enact. Hence the reason why there are a million different varieties of coaching: business coaching, life coaching, executive coaching, relationship coaching, creativity coaching, wellness coaching and the niches go on and on…

But at the very core of each coaching discipline, you find one person or persons helping another person or persons to change in some capacity.

Here are four questions to ask yourself prior to reaching out to a Coach:

  1. Do you know what you want to change?
  2. Are you passionate about what you want to change?
  3. Are you willing to do things differently in order to bring about change?
  4. Is the change you seek, something worth failing to achieve at, over and over again until the change happens?

If you can answer Yes to all four questions, then you’re ready to investigate coaching.

If you answered No to any of the questions, then the return on investment you hope to gain from a coaching relationship will likely take A LOT LONGER to achieve as you and your Coach whittle away at deeper issues that may be better suited to discuss with a licensed therapist or clinical psychiatrist skilled at deeper-rooted challenges.

If this is something you suspect you might need, it’s important to ask the Coaches you interview if they have those credentials.

Please don’t misinterpret what I’m saying here, just because you don’t get everything done on your to-do list in a day and you feel fear at the thought of calling on prospects sometimes or speaking in front of a group, or you get down in the dumps because the industry can be challenging, does not mean you need a shrink necessarily.

My point is simply that there’s a difference between everyday challenges vs. chronic stalemates and there are the right professionals for each situation so just make sure you align yourself with the proper expert for your situation.

Every Coach has their own unique methods to assisting their clients to achieve MORE from their business and/or personal lives.

In my particular mortgage-specific, business coaching platform, I help my clients to…

  1. turn wishes into goals and goals into calendar-driven action plans
  2. consider alternate perspectives/stretch out of one’s comfort zones
  3. embrace already-proven business growth strategies that fit your personality type
  4. hone-in on your strong points as a sales person and leverage those strong points
  5. incorporate your passions/interests into your business
  6. balance competing priorities between home and work
  7. remain focused on high pay-off activities
  8. determine business growth strategies that fit your current capacity
  9. use solution-based thinking as you approach challenges and make decisions.
  10. identify and eliminate “time-sucking & energy-draining” activities, tasks, people and mindsets from your daily experiences.

To aid you in uncovering the best Coach match for YOU, please download my Coach Interview Questionnaire Knowing the right questions to ask will save you time, money and oodles of frustration and disappointment.

Rise Up and Tackle Today!

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catinmirroWe all only get one spin around this amazing lifetime and just as our parents would annoyingly tell us, “Time only goes by faster as you get older, so you better enjoy it.” Don’t you just hate how so many of those parental nuggets of truth are dead-on? Darn it!

What’s truer still, though we don’t hear it as often as would be helpful, is that our happiness stems from our choices.

If you think about all your happiest memories, best victories, times when you, “slayed the dragon” so to speak, weren’t they all colored by your choices? And didn’t they feel brilliant because you had somehow risen to the occasion, rose above the challenges, climbed that mountain or pushed that enormous bolder up hill?

It’s no coincidence that our very own cliché’s for happiness and victory involve, rising.

Today is a new day and THANK GOD you made it. Look for one thing you’ve been avoiding in your business and tackle it with gusto and gratitude. Remember, if you weren’t presented with challenges how could you ever know the joy of rising?

Three Near & Clear Ways to Grow your Business

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getoclasswithcoachvDo you know how to harness the power of the low hanging fruit that is available to you to drive in more business?

Learn the strategies to steer your business towards the top 3 near and clear ways that immediately drive in additional production from an experienced mortgage professionals business coach. Then learn how to actually execute these strategies in a database /CRM tool from a mortgage industry database management and marketing expert.

If you are a mortgage professional, or manage a team of mortgage professionals, this webinar will provide you with the blueprint and the tools that make an immediate upswing to your revenue stream.

SIGN UP HERE for your free limited time access to the webinar