End of Summer

WOW!! Summer sure went by fast. Growing up here in Florida and having sort of a Jimmy Buffet mentality, I love the summertime, but always am ready to see college football and see the change of season come.

Now of course we  have to get thru the REAL hurricane season too, which it apears has started in mass.

On to business. How was your summer? This month, was the month that every two years, lenders small ( like us) and large have to renew their license in Florida. I always like to take that time and "review as we renew."

I recently talked with a buddy who has a client mortgage broker that does consistently over 200 loans a month. I asked him what does their owner do? Are they huge on building key relationships with Realtors/Builders, maybe put reps in the clients offices? Are they doing direct mail? Are the utilizing live phone leads? Are they doing variable type marketing( radio shows etc)? His answer was direct and HUGE!!

He said" They do it ALL!!!!!!!!!!!! WOW!!! Now there is a thought , they do it all. Some business comes from Realtors/Builders, some from the mail,some from the phone leads etc etc. It's really a great example of, to find what works you have to give 100% effort everyday. It illustrates that  80% of what you do won't work, but to find the 20% that does you have to do the whole 100%. Most people want success but most people want to put their own filters on the process, as a result they  don't get where they want to be.

Winners always fail. Winners always fail. They realize, early on, that failure is a part of the process. Thinking that the 80% of doing things that don't work, or dont give the desired results but in fact they do. Let me illustrate. If I told you that if you'll make just 100 calls  that a 100K income was there sounds good right?  If you'd just do that, but to expect about a 80% failure rate how would you feel? Statistically, most people would stop at about the 10% point after 10 negative answers. Think of it, you lose 50% of the people after they do only 10% of the work. No wonder people don't get the results they want, they don't believe ,really, that they are going to get it. They get caught up in the process and forget the goal. They look for the "how" and forget the "why".

 Now, lets look at the one that did the 100 calls and  made the 100K. So each call then works out to be worth $1000. The problem of course comes when you do the math. If you make a 100K on only a 20% success rate then that means the 100K is generated by 20 calls that close. The problem is EVERYONE wants to make just those 20 calls. Not realizing the lessons are in the other 80 and that you never know which ones are the 20 until you make the whole 100 calls. So truly EACH call is worth $1000. Now how many calls do you want to make??????

Now the best of the news. Statistics also show that for the ones that do the work, do the 100 calls the success rate is thru the roof. These principles apply in every field. Do what winners do and continue to do that, even when it's painful and you too will win.

I hope you make the 100 calls the next month. I know it will jump start your business. It may not be  calls but the point is the same. Great atheletes do the basics very well but they do them everyday. Be  a master of the basics, dont search for the silver bullet. Success, like failure is very predictable.

Have a great Labor Day weekend and pray for our neighbors on the Gulf Coast. Meanwhile we will be right here refelcting and getiing back to living "Floridays"