business coaching

Oct 03
0

How to Tell When It’s Time to Hire a Coach

By | Uncategorized | No Comments

VictoriaFifieldHeadshot2019Not 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.

Nov 17
0

2021-What’s Your Vision of How your Business Thrives?

By | Mortgage Business Tips, mortgage coaching | No Comments

bizvision2021Nothing is more critical to your success than having a vision in mind of what that success looks like and feels like. Without a vision, you will find yourself looped in reactive behaviors, projects that start and stop, and frequent feelings of being unmotivated and disconnected. Incorporating a vision statement with your business plan or goal list that you revisit and read on a monthly basis will give you the fuel you need when challenges or set-backs arise. PLUS, it is always a thrill at the end of the year, to see just how much of your vision statement came to life. I love to hear the astonishment in my clients’ voices when they share the victories that sprang from the pages of their annual vision statements.

Paint a picture for yourself. Put yourself in the future, at the end of 2021 and visualize that you are celebrating all that you have accomplished. Describe what it’s like to be in your shoes today. Use present tense as if you have already achieved the goals and are living “the vision.”

Answer the questions below by starting with those to which you have an immediate, positive reaction. Go back and string your answers together and develop a cohesive story line.

  1. Where and how did I give my customers that unforgettable “power moment?” Meaning, what did I do during or after the transaction that I know made me even more memorable?
  2. What changed about my own processes and habits that gave me more time & space in which to focus on increasing my business?
  3. How did I regularly reward myself for a job well done?
  4. What tools, systems and/or habits did I successfully implement to expand my Marketing?
  5. In the next three years, what would excite me about my career in mortgages? What do I feel I still have yet to achieve, become or do?
  6. What tasks, both professionally and personally, did I finally give up that were weighing me down?
  7. What steps did I take to ensure my financial security for the future? What did I learn about financial security in terms of how to make it a constant in my life?
  8. What were the three best gifts I gave myself in 2021?
  9. What do my post mortgage years look like? What might I be doing when I’m not in Mortgages any longer? Do I have any secret desires to learn more about something? Do I have a hobby that I’ve always wanted to delve into? Are there any challenges I’d like to face and overcome before the next phase of my life?
  10. What will I tell my children/grandbabies/close friends about what it takes to succeed in life?
Feb 06
1

Prospect tells you their bank gave them a better rate-Now what?

By | Mortgage Business Tips | No Comments

blog2019I’ve had many, many discussions with clients over my 12-year tenure as a Business Coach about being bold and being confident when communicating with leads, past customers and potential referral partners. Asking for what you want,  asking tough questions and setting expectations are paramount to effectively winning people over and closing more deals.

Great case in point…

A client of mine in FL just told me that two weeks ago she took a call from a lady, prequalified her, then when she followed-up with her a few days later, the lady informed her that her bank who she had $500,000 with, gave her a rate of 4.75. Instead of throwing in the towel and letting this woman walk away due to a large difference in rate, my client professionally and candidly told her…

“I in no way can meet that rate, however, I will absolutely get you to the closing table on time, which the banks are notorious in missing closing dates AND I will be in constant contact with you, guiding you, taking your calls , emails and texts the whole way through which will not at all happen for you with your bank.”

BAM!

My client told me that the lady paused and said, “You know what, you’re so right and I really like you, so let’s just move forward.”

And the moral of the story is…

Be confident, be bold, communicate the truth and never assume rate is everything to everybody.

Want scripts like this to get better results, too? Check out Coach Victoria’s latest eBook, Scriptopedia-A Colossal Collection of Mortgage Sales Scripts that Drive Response, Increase Opportunity and Grow your Business!

Scriptopedia eBook

 

 

 

May 30
0

Do You Manage Loan Officers in Need of a Boost?

By | Mortgage Business Tips | No Comments
helpupHave a few of your loan officers fallen off the track in terms of their sales, engagement and activity? Try pulling them back on course by offering to act as a power production facilitator. Every sales person needs a boost now and again. Be the type of leader willing to provide structure, ideas, the space and time to help others to help themselves.
Here’s an example of how to immediately kick-start and facilitate a successful Power Production Group:
Invite your select loan officers-Send out a recurring meeting invite to meet twice a month for a period of 6 months. Express in your email invite that you feel they are on the cusp of greatness and you want to help push them over that edge and unearth solutions for what may be holding them back from hitting their goals.
Communicate expectations- Each loan officer who agrees to participate in the Power Production Group will NOT focus on excuses, frustrations & complaints, but rather they will focus on solutions, accountability, sharing, possibility and opportunity.
Ask for commitment-Agree to become a part of this group ONLY if you can commit to the meetings, leave your frustrations/excuses at the door and be open and willing to exchange ideas and try something new.
Share your agenda-The agenda should include, but does not have to be limited to the following: brainstorming networking strategies, sales strategies, building referral relationships and marketing ideas, follow-up strategies & scripts, hands-on training for tools & technology, time management best practices and organizational tips, product & industry knowledge.
Feb 13
1

Business Growth Opportunities You May be Ignoring

By | Mortgage Business Tips | No Comments

IgnoringIf we aren’t regularly evaluating our business growth efforts, our modes and methods, then there is a high likelihood that we are ignoring the obvious and have some pretty good lumps on our noggins from hitting that brick wall over and over again.

It’s natural to want instant results, an easy path, comfortable, daily routines and absence of confrontation, BUT growth isn’t experienced without some measure of strife and challenge and that goes for both our personal and professional lives.

What you are ignoring the most, in your business, is likely the place where you will find your best opportunities for growth.

Here is a list of things I have found mortgage professionals ignoring the most, regardless of age, tenure in the Industry, or personality type:

  • Speaking in public
  • Past Clients
  • Asking for referrals
  • Social media
  • Follow-up activities
  • Tracking Marketing R.O.I.
  • Building new referral relationships
  • Networking

If you find yourself having an instant gut-level response to any one of these items, a strange tingle of guilt or annoyance, it may be just the thing to start warming up to immediately.

When you uncover what it is that you are specifically ignoring, commit to taking one action, regardless of how small, every single day to fully embrace this new task.

Keep the task in front of you, write it on your white board, set a daily alarm on your iPhone, ask your Coach, mentor or a peer to email you daily to report on the task! After 30 consecutive days, assess your return. Look for the opportunities that sprang from your efforts.

I’ll make a bold prediction… Your daily commitment to this one thing that you’ve been ignoring the most in your business WILL bring you some aha moments, results and growth!

If I’m wrong, then just hit me up for a complimentary coaching session! I’m committed, are you?

 

Aug 10
1

The Most Common Mistakes of Struggling, Producing Mortgage Managers

By | Mortgage Business Tips | No Comments

overwhelmedmanagerOk, for all you thick-skinned producing mortgage managers struggling to juggle it all and feeling like you’re the only one who can’t seem to handle the competing work load in front of you, such as:

  • Originating loans
  • Recruiting
  • Managing
  • Networking
  • Marketing
  • Trouble shooting
  • Training
  • Corporate meetings
  • Sales meetings
  • PNLs, Expense Reports, Tracking overhead and all other Corporate-related documentation, surveys and reports you are required to submit…

YOU ARE NOT ALONE!

Reality is that when you opted to have your cake and eat it too, you knowingly or unknowingly accepted the fact that being an A+ Sales Professional and an A+ Manager at the same time, would be a near impossible feat to achieve.

Now of course everyone’s definition of what it means to be A+ at something is going to vary and at the end of the day what really matters is that you go home from work feeling accomplished, satisfied with your efforts, up for tackling tomorrow’s challenges and fully expecting victories.

But what do you do if you don’t feel that way much of the time and after some introspection and a thorough review of your business numbers you find that you’re not setting the world on fire in your origination and your team seems to be sucking wind, too?

First, read through the following most common mistakes of struggling, producing mortgage managers and jot down everything that you can honestly admit that you are guilty of and willing to change.

Next, set a goal to focus on 3 of the items for the remainder of the year and certainly feel free to reach out to me for a complimentary session as the solutions to each of these issues are abundant and I’m happy to share my insights on what would work best for YOU and your particular set of circumstances.

Top 3 Most Common Mistakes of Struggling, Producing Mortgage Managers:

Poor hiring practices: Does not cast a big enough net to locate candidates-Lacks a standard interviewing process-Does little to no background investigation of ability to produce/sell-Hires based on personality vs. sales abilities-Hires friends/family members- Hiring out of desperation to fill seats, rather than waiting for the, “right” team players to fill roles.

Poor management style: Acts as a crutch, a motherly/fatherly figure rather than empowering team players and teaching them how to find their own solutions-No set on-boarding & training schedule for new hires-No set scheduled time for employee concerns, questions, suggestions, loan challenges, etc.-Brings personal issues/shares personal issues at work-Leans towards wanting to be liked more than wanting to lead- Blames Corporate for challenges-Passes the buck-No accountability measures-No formal progress reviews-Does not walk their talk-No communication regarding goals & vision, expectations & boundaries.

Poor planning/poor time-management: Does not engage in daily planning-Does not review and reset goals on a weekly basis-Does not review business numbers consistently-Lacks a Business Plan-Lacks a proper project management system-Does not fully utilize/embrace tools & technology-Does not properly delegate-No set work hours-Allows too many personal/family interruptions.

Jul 11
0

Will YOU Benefit from Hiring a Coach?

By | Mortgage Business Tips | No Comments

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.

Jun 13
0

Are You Sure You’re Hiring Sales-Capable Loan Officers?

By | Mortgage Business Tips | No Comments

Are you tired of filling the seats with warm bodies instead of filling the seats with actual topsalespersonSales-capable Loan Officers?

If you aren’t necessarily focused on recruiting top producers whose production is obvious but instead are willing to bring on individuals whose work history may show gaps of time where they weren’t originating, or who are not as seasoned or come from a different industry, than you need to make sure that you are asking questions that will unearth whether your candidates actually have what it takes to make it in Sales or not!

The fact is that charisma and charm or someone vivacious, honest and good natured cannot be the predominant reasons why you hire them to be a Loan Officer on your team.

Of course we want these positive characteristic in our employees, but my point is just because someone’s personality type seems to fits the mold of what most believe to be a, “good sales person,” does not mean they will succeed in Sales.

Succeeding in Sales has A LOT to do with the following:

  • Discipline
  • Communication
  • Creativity

To uncover if your candidates are actually disciplined in their work lives, communicate their needs and can identify and create opportunities, integrate the following set of open-ended questions into your interview process. You may even want to send these questions ahead of time in order to give your candidates a chance to really think through them prior to the interview.

Discipline questions:

  1. Describe your daily work routine and work schedule.
  2. Explain how you use your calendar and what type of calendar system you use.
  3. What other types of tools or systems or resources do you rely on to stay on task?
  4. Describe the goals you set for yourself at the beginning of this year or last year.
  5. What do you feel are your biggest challenges as a Loan Officer?

Communication questions:

  1. How do you entice new referral partners to meet with you?
  2. When and how do you ask for referrals from your clients?
  3. Describe what you said to a borrower the last time you had to communicate, “bad news.”
  4. Have you ever had to confront a referral partner or discontinue a working relationship with a referral partner? What did you say?
  5. What do you say to a customer who tells you they are going with another Lender?

Creativity questions:

  1. What types of marketing efforts have you engaged in with potential referral partners?
  2. Where and how often do you show up to meet new potential referral partners?
  3. What are some of the ways you have attempted to market yourself?
  4. What groups, associations, charities or organizations do you belong to?
  5. Describe how you go above and beyond for your customers after the transaction is closed.