I remember another challenging market back in the middle of 1999 and all of 2000. The previous year 1998 was a great refinance year, with interest rates for a 30 year fixed rate loan dropping to 6.50%. However, like most things it didn't last and rates started to move higher. In March of 2000 our 30 year fixed rate was 8.875% and it seemed like the bottom had fallen out of the market. Purchases were slow and refinances were non-existent.
The blessing from that challenging market was that it gave me and our mortgage team the opportunity to re-focus on our marketing efforts and relationships. We had the time to make our calls and re-discover our clients needs and how to help them with their businesses. When I looked back on the year 2000, I remembered telling our bank president that it was one of the most satisfying years of my career. Why? Because I also re-discoverd my Passion for selling and building relationships.
Today's market reminds me of those days. This past week I had several face-to-face sales appointments with new referral sources and with each call I felt invigorated. I also broke out some of my old motivational tapes (I know it is not a CD...I am old) and re-listened to them again. The lessons are timeless and the message is about getting "back-to-basics". Like football is about blocking and tackling, I like to say our business is about "shoe leather and conversation". So, my message to you is go find Your Passion today and make a new call, flex your old sales muscles and ask some probing questions, learn about your clients needs and then...and don't forget this...Ask for The Business! Have a Great Day!
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