In this business, there are a lot of “distractions.”  While many of these distractions are a normal part of a daily routine, most have little to do with making money or creating the next client or loan opportunity.  A few examples are: Emails, Loan status updates, Clearing conditions, Last minute rushes, Office conversations, Data entry and so on.

While all of these things are important, they are rarely a priority in our business plan.
Staying focused means putting your priorities into perspective.  Our natural tendency is to pay attention to whatever is in front of us or making the most “noise” at the present time to steal our attention (a vibrating pager, a ringing telephone, a dinging email message).  We jump from one distraction to another, and between distractions, hope to log in a somewhat productive day. 

Sound familiar?  There is a way to cope with this issue, and it’s not as hard as you think!
First, make sure you are starting off your day with a written to-do list.  This list becomes your primary focus and road map of activities you plan to accomplish that day.  Make sure your to-do list contains activities that are important to your business, not just busy work.  Your to-do list should be making you money.

Next, get busy!  Hit the ground running and work on the priorities on your list.  Stay focused and get stuff done. When distractions present themselves, avoid (pay attention here!), avoid, avoid, avoid the desire to drop everything and take care of that distraction.  Ask yourself: “Is this something I really need to drop my plans for and take care of RIGHT NOW?”  If it is an urgent matter, take care of the problem.  If it is not an urgent matter, add the activity to your to-do list for later that day.

Let’s suppose you are busy working and your sales support person comes to you with some complex questions on a file.  Instead of stopping for 30 minutes right then, say: “I am on something right now.  Can we schedule 30 minutes this afternoon and go over the file?”  You may laugh and say this is impossible, yet dozens of top producers do this very thing every day.  They do not allow every distraction to run their business.

For many unfortunate mortgage salespeople, the distractions of the business run them.  Don’t let this happen to you!  Stay focused.  Stay in control.  You’ll get more done and make more money, guaranteed!

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