Good afternoon,
Today’s topic will be about changes in the industry. None of us are immune to it. Whether it is a change in your company name, loan/product guidelines or compensation packages, change is happening to everyone. I seem to be spending a lot of my coaching time discussing the changes and how it affects my clients. The repeating complaint seems to be that building business during these changing times is challenging. The question is “how do I stay motivated to do the things that will have the biggest impact on my business during changing times?”
The solution, create a list of the top 5 - 10 disciplines that you need to keep or start doing regardless of the changing environment. Once that list is created, enter it into your daily or weekly calendar so that you will actually “do” it. Each discipline should be specific, measureable, attainable, realistic and time sensitive. After 1 month of doing them consistently, take a look at the impact it had on your business, then adjust accordingly. For example, if one of your disciplines is to send out 5 past clients cards a week and you notice an increase in past client business/referrals, consider sending out 10 to increase the impact.
The overall lesson in this blog is to replace the negative thoughts you have about change you cannot control with positive thoughts of activity that you can. It puts the control of your business back in your hands, where it belongs.
Mortgage Industry Professionals. Like what you see?
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Another key point to remeber is son’t watch the news, read the newspaper or hangout with negative people. All of the above will drain you of everything positive.
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