IT IS TIME 2-- -- Mortgage Coach Serious(ZT)

Congratulations!  You have just entered one of the biggest opportunities you will ever encounter in the mortgage business!  The industry is in turmoil as lenders go out of business, products disappear, and the public has a "wait and see" mentality.  For many loan officers, this is a depressing time, but not you!  "Carpe diem!"  You seize the day!  Recognizing that many of your competitors will sit in the office and complain about the fact there is no business, you begin to formulate your plan!  As they participate in their "pity parties," you go to work, taking full advantage of the new opportunities the market presents! 

You immediately set up meetings with all your real estate contacts offering to give updates for their offices regarding the mortgage industry.  The Realtors are as confused as everyone and would invite some clarity and security.  When you conduct your meeting, you also create an opportunity to position yourself and do follow-ups with each individual agent.  If you only get one new client, you are successful! 

Next, you go through your entire database and look for "natural connectors."  These are past clients and business professionals whom have always been great sources for new business.  It is time to solidify these relationships and make sure you are still their primary source for mortgage loans. 

Hey, remember that great marketing program or newsletter you wanted to get started?  Today is the day!  No more procrastination, it is time to implement and gain an edge on your competitors.  Go into hiding if you have to but get this project done!  Why not start a weekly email, keeping all your customers informed on what is happening in the industry.  Include a humorous story or a motivational quote! 

What a great time to "brand" yourself.  Create a slogan or logo that becomes ingrained in the minds of all of your contacts and prospects!  One of the key concepts of marketing is to create a consistent image.  If you create yours while everyone else is sitting around waiting for the market to change, you win! 

I think you get the point!  There is an old principle in the stock market, sell when everyone else is buying and buy when everyone else is selling.  What does that mean for you?  Make sales calls, market, and create new relationships when everyone else is sitting around waiting for something to happen.  Success comes to those who take consistent, unrelenting action.  There is a price to be paid for everything in life.  The price for knowledge is study in a chosen field, the price of great athletic performance is consistent practice and skill improvement, the price for sales success is taking persistent action even in the face of adversity.  Pay the price,  reap the rewards...it is all about taking action!