If your goal is to take your business to the “next level” by significantly improving your production results or your income, there’s something you should know:

You will never achieve major results by making minor adjustments.

There are as many ways to ask people for mortgage referrals as there are loan originators. If you have a method that has worked well for you, stay with it. If not, here’s one you should try.

I call it the “Question-Favor” method. It is very direct, very effective, and it will generate more referral business for you. The Question-Favor method is simple to learn, easy to remember, and is best taught and illustrated with examples.

Read and study the following examples and then start to employ this practice at every opportunity from here on.

a 66 percent bump in income or a three million dollar lift in production volume is no “minor” goal. They will require you to make major adjustments and take a few big steps and bold moves.

I’ve spoken with dozens of top producers about how they achieved success in their loan origination careers. What I found is that in nearly every case, they accomplished the levels of loan volume and income they now enjoy by making significant changes. Here are a few examples of that:

“My income doubled the year I hired my own assistant. That changed everything.”

“When I started building and marketing a database I watched my production climb by 20 to 25 percent every year.”

“I switched my focus from Realtors to builders. I created and executed a builder-lender partnership campaign and in six months landed three major builders in my market. My volume doubled in a single year.”

“The company I worked for couldn’t deliver on my loan packages, so I quit and went to work for a lender who understood sales and supported the front line. I used to fund a million a month. Now I fund twice that.”

“The turning point for me was the day I walked away from the process. I used to spend 80 percent of my time with my loan files; now I spend 20 percent. That move alone, and learning to let go, took my business to a whole new level.”

While the examples here of making significant changes are all different, the lesson learned is the same—big results take big steps. For some, the pivotal moment was when they hired an assistant. For others it was the year they began marketing their database, or completely changed their business focus, or switched companies, or the day they woke up and realized they were a “salesperson.”

So, what are the big steps you will be taking this year? Remember that small improvements are nice and safe and easy and less threatening. But they will also generate small results. Big changes come from big movements, radical thinking, and stepping out of your comfort zone. Ask yourself this question:

What one bold move should I make in my business this year?

Once you have an answer, execute it the very next day. (The longer you wait, the less likely you will ever act.) When you do take action and put your bold move into play, you’re on the road to big results. You’ll look back and say what every top producer says: “Why didn’t I do that sooner?”

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