For some time now, I have been saying that those who have stayed in the business and worked through the turmoil have the ability to come out as a superstar.  There is plenty of room for new players to shine.  But what does it take to be a superstar?  Here are my top picks:

A Superstar works harder.  Not necessarily longer, but their day has more focus and is organized so that every working moment is utilized to increase business and production.  Priority is placed on tasks that have the greatest return.   Networking, Realtor marketing and maintaining strong referral relationships are all key components.

A Superstar is an expert.  An expert studies the nuts and bolts of mortgage lending and is also an expert in marketing and sales.  I know it is tough when things are changing hourly on loan programs and guidelines, but people need to feel they can trust you.   If you gain a reputation as an expert, you WILL attract business to you.

Referral partners and prospects need to feel confident in your abilities and guidance.  Look for ways to share information and your knowledge.  Pass along updates and program changes, but keep things simple.  You don’t necessarily need to share everything, just enough that they feel you have a high level of expertise and they can rely on you.

A Superstar takes risks.  Loan officers that are not happy with their production are often not willing to step outside their comfort zone.  Be creative as you reach out to new clients and work to build strong referral relationships.  People remember creative.

Try something new or modify something that you’ve seen to give it your own twist.  All in the name of business, I’ve dressed up as Cher, sent out 5 mailings in 7 weeks, started a Bunco group with Realtors (huge success on that one) and tried many other methods of setting myself apart from the competition.  Guess what… it worked!

A Superstar likes challenges.  A Realtor you are targeting says they don’t need another lender right now.  Superstar’s interprets that as “Not now, but just as soon as you convince me you are better I will use you.”  This is a challenging job.  Accept that and be willing to see through each challenge to the potential it has to make you a superstar.

If there is a Realtor that you would like to work with, look for ways to stay in touch without being intrusive.  Email them marketing ideas for their business or an informational piece they can send to their database base.  Again, be creative and most important, be consistent.

A Superstar never, never, never gives up.  Most superstars in this industry have BEEN superstars for years.  Good years and bad years.  Good markets and bad markets.  Part of never giving up is holding on to your passion for what you do. 

Referral partners and potential clients are more likely to be attracted to someone that is positive and upbeat.  Do not dwell on the negative.  Yes, there will be hard days and difficult loans, but originating is still the best job in the world!

Take a look at these items and rate yourself 1-10 on each.  Anything less than a 7 should get your immediate attention.   You can develop each of these strengths over time by working, in small increments, to improve your skills.  There may be times when you say “I’m just not a risk-taker, it makes me uncomfortable.”  This is the moment to ask yourself if you want to succeed or not.  If you do, then talk right back to yourself and say “I may feel uncomfortable, but I’m going to do it anyway.”  Plow ahead.  Be that pit bull that won’t let go. 

Take the risk and the challenge.  Become an expert.  Work harder than everyone else.  You’ll find that the rewards are worth the effort.

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