One thing I have learned about me over the years is that I am consistently inconsistent.
And because I am consistently inconsistent my results may move like a roller coaster with highs and lows.
What to do ? The answer is always back to basics. I played football 9 years and every year the coach would show us how to get into a 3 point stance. They say Vince Lombardi would start each season with, "Gentlemen, this is a football."
The basics will be different for each person but for many years I was consistent doing 4 things; (1) sending 5 handwritten notes each day for all kinds of reasons. (Look up Tom Hopkins Handwritten Notes for sales on Google) (2) Send a monthly newsletter (3) Wear a name badge. Once I was getting a passport and needed to sit in front of the interviewer for about 30 minutes. Toward the end of the session the interviewer looked at my name badge and asked "You are a mortgage broker?" That question lead to 14 loans the next year. Wear a name badge. and (4) STP - See Twenty People belly to belly everyday. This can be adapted and done in many ways - join a chamber group; become active in a church group; join toastmasters; join a service club.
A comment about the STP - do not go in with blazing saddles and determined to get business. Go in to help, learn, and build a relationship.
I have had an extraordinary spring and summer and suddenly business has slowed. Time to get back to the basics but the basics multiplied. Instead of 5 handwritten notes - I will send 8. I will increase by newsletter population by 50%. Can't expand on the name badge but am committed to wearing it - BTW if you are a Realtor and Lender; wear the Realtor badge. More people have questions and association with real estate more than loans. And last: time for me to get back to all of the small groups and meet new people.
If suddenly your business has stopped - Get back to the basics.
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