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Sometimes wearing rose-colored glasses can be a good thing. Of course you have to deal with problems and make necessary changes to your business but you can choose to filter the negative and focus on the positive. With the abundance of bad news; from the media, our government and even within our own industry, there are plenty of reasons to be discouraged. Though I guarantee that dwelling on the negative won’t get you where you want to be, it will just keep you from seeing the opportunity in front of you. Let me share with you why I feel it is a GREAT time to be an originator.
- Your competition has been reduced. I’ve heard a variety of statistics on this, but most agree that as an industry we have lost around 60%. This is a wakeup call to those remaining that they need a stronger, healthier way of doing business.
For those staying in the industry, you have an opportunity to say, “I’m still here. I love what I do and your homeownership goals will always be my priority.” Your passion, knowledge, and ability to connect with people will be what convinces others to use you. Yes, interest rates and fees are important and you must be competitive, but people want to work with someone they trust. The “too good to be true” marketing will no longer entice borrowers as it once did. The strong will stay and survive. Many will even flourish—why shouldn’t it be you?
Interest rates are fabulous! We should be shouting this from the housetops, but instead, the focus is on the problems and difficulties. Consumers are concerned, some even pulling away from homeownership because of the “mortgage crisis” as the media has so kindly labeled. Look for the positive, and low interest rates are a positive you can take all the way to the bank. You just need to convey that attitude to those around you.
It is a fantastic time to buy a house or refinance and you are just the one to tell people. In conversations, in your marketing, and even in e-mails mention this. Add a tag line that states, “Interest rates are LOW, don’t miss this opportunity! Call me for rate details.”
Affordability is at an all-time low. This is based on factors such as interest rates, home values and income. If you can help educate consumers then you will build a business of qualified borrowers. If you’ve got Realtors only seeing the doom and gloom, talk this up. Your ability to be positive in a negative setting will set you apart.
Look for opportunities to present this information in different settings. First time home buyer seminars, Realtor sales meetings, casual networking opportunities etc. Put yourself in a position to be a resource and improve your reputation as an expert.
It’s the BEST job in the world! OK, that might be a bit subjective, but the world according to Bliss Sawyer says you couldn’t be doing anything better, even during a tough market. I’m a naturally optimistic person, not so much Pollyanna as “the good definitely outweighs the bad.”
You are basically the owner of your own business. If you are good, you can set your own hours, income, and lifestyle. Of course, there are bad days and difficult loans, but I can’t see any other industry that has the income potential and job satisfaction of this industry. We are helping people with the greatest purchase of their lives. You have the ability to have a long-term, positive impact. What a great reason to go to work every day!
As you dwell on the positive, you will find yourself looking for opportunity to take action. Taking action then brings you closer to your goals.
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Like the postivie attitude. Glass half full or half empty.