Do you go to work every day to mountains of phone messages, emails and files that need attention?  If this is the case, loans may be slipping through the cracks and marketing opportunities not realized.  Your stress increases and future production will decrease.  This “feast and famine” cycle can be overcome by gaining control and getting more done in less time, especially when things are busy.

Very simply, if you feel in control of your day, your production and your business you will be able to accomplish more with less stress.  Here are a few ideas to help you gain this control.

Marketing Time.  Schedule it.  Commit to it.  Do it!  Realtors often complain that loan officers ignore them when busy and then beg for business when things slow down.  You can obtain loyal referral partners by being consistent.  Constant marketing will gain you a strong reputation as a hard-working originator and result in a steady stream of referrals.  Even when business slows down.

Systemize your database marketing so that your sphere of influence is receiving something from you at least once a month.  Use a system such as Velma.com to help you stay in touch with very little effort.  This is absolutely key to receiving a steady stream of referrals from this source.

Quiet Time.  With the rapid change in loan programs and underwriting guidelines, it is crucial to stay abreast of the most recent updates and changes.  During the day, it is often impossible to read and review these items and with any type of retention.  Decide on a time to work from home or increase your Off Time to read through and keep yourself up to date on these things.  This should only take a small commitment, especially if you do it on a regular basis and don’t let the information pile up.

Organization Time.  If your office is cluttered, files piled up or scattered, then getting organized can help you to save time and feel in more control of your space.  This is something that can also be difficult to do during normal working hours.  Come in early or on a weekend to tackle this project.  You will be amazed at how much you can accomplish when no one is around and the phone isn’t ringing.  Purge old information, organize files and information so they are easily accessible and get your physical space in order.

Phone time.  Make outgoing phone calls each and every day.  Call referral partners to touch base and invite to lunch.  To save time, invite a couple of Realtors to the same lunch.  Touch base with your financial planners, CPA’s and attorney’s.  Give them a market update and ask if there is anything you can do to help them.

Database phone calls are a  no-cost marketing strategy that can have great success.  Set a goal of making five to ten calls each day.  Offer a simple update on the market and again see if you can help them with anything.  Don’t forget at the end of each phone call to ask the magic question, “by the way, do you know of anyone else that might be looking for a mortgage?”

File time.  When you are busy, this should be done each day, preferably in the morning.  Meet with your processor and/or assistant to go over your pipeline.  Each person should come away with a to-do list to make sure files are getting through the system with little to no problems.

If you truly have more work than time, consider hiring an assistant or adding an additional staff member.  The initial training period may be a struggle if you are busy, but remember the need to look long-term at your business and plan today for a strong pipeline in the future.  Your day should be focused on income-producing tasks with many of the other things that come up being handled by an assistant.

Taking control is critical to maintaining a steady business and in the end, will be what helps you to actually enjoy your job.  The rewards are great, both in the short and long-term of your business.  These simple steps will help you feel less stress and in turn, be able to accomplish more, earn a higher income and enjoy the journey.

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