The Mortgage Pie
Most people like pie. I like pie, mostly of the chocolate kind. There is another kind of pie out there, let's call it the "Mortgage Pie." This one is probably more like the pie we call a pizza. Most of us want a piece of this pie, and some of us don't care for the type of pie being served right now, which is ok. They can get some other pie somewhere else. Those that want a piece of this "Mortgage Pie" are seeing the pie get smaller and smaller. There are still pieces available, and in fact, there are other "Mortgage Pies". You just have to get up and get the pieces you want, change ingredients and start making other pies.
Is all of this pie stuff making you hungry? Good. Start making more pies or get a bigger piece of the existing pies. In other words, if you don't have a strategy to change the ingredients and get off your rear and go get some pie, you won't get any. Nobody is handing you a pie, nobody is going to make it for you. What are you talking about? I'm talking about being lazy or a ‘don't give a damn' attitude that lets others take pieces of the business you can have. Are you on a pie diet? Oh, and no, "I don't have time" excuses. Are you doing more transactions now than a year ago? Then you have time.
Get a bigger slice and create your own, by investigating and implementing new strategies. This is not the mortgage business of three to five years ago. Doing the same things you did then will not work. Is your marketing strategy the same? Do you talk to clients the same way? Do you ask for referrals the same way? Do you track your customers the same way? How is your Internet presence? What will it hurt to try something new? A couple more transactions a year gives you a bigger pie.
Start putting recipes together for new pies. What kind of different transactions can you learn about and conduct that might supplement your income, build referrals and set you up for the better market? Are you focusing strictly on normal, (ok, they're never really normal) purchase transactions? What about short sales? What kind of target market can you focus on? What kind of different and better value can you provide to clients both new and old? How do you get to the top of a client's mind?
I never said making the pies were going to be easy. But the pies might taste really good if you change the ingredients and go for bigger pieces or create new pies.