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Doug Smith, founder of Douglas Smith & Associates, is a 24-year industry veteran. His career spans the areas of loan origination, sales training, management development, marketing, personal coaching and corporate sales. Doug’s columns appear in Mortgage Originator, Mortgage Planner, The Mortgage Record and Mortgage Broker magazines. He publishes a monthly newsletter, Power Selling, and authored Climbing the Ladder of Success. For more information, visit http://www.dougsmithonline.com/ |
| Take Action Today for a Successful Tomorrow |
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“Do what you can, with what you have, where you are, right now.” Those powerful words were spoken by President Teddy Roosevelt a long time ago. Yet the message transcends the years and speaks to many mortgage lenders today. We all have goals and dreams for our future. We all want a bright and better tomorrow. As human beings, we are eternal optimists. But having a successful tomorrow is the result of action we take today. As Samuel Johnson stated: “Every day we are constantly becoming the success or failure we eventually will be.”
I see so many mortgage lenders today playing the “waiting game.” They are waiting for the phone to ring, waiting for rates to drop, waiting for summer, waiting for the market to improve, waiting, waiting, waiting. They approach this business purely by accident. Although they would not admit it, they believe they are ruled by circumstance, and that success or failure is fate granted randomly. Where you are today, in your life and in your business, is the result of the actions you took yesterday, in your past. Those decisions and actions led you to where you are right now. If you like where you are right now, you should congratulate yourself for being there. It wasn’t luck or fate. It was planned in one way or another. That means that where you’ll be tomorrow is being “planned” by you today. The actions you are taking (or not taking) today will lead you to the success (or failure) you will eventually become. This business works primarily in three month cycles. The prospects and opportunities you create this month (April) will generate some loan applications next month (May) that will close and fund the following month (June). That’s right; you are NOW creating your June paycheck! The actions you take this month (the present) will pay off three months from now (the future). Knowing this, let me ask you a powerful question: What do you need to do today to create a successful tomorrow? Action taken today will yield results tomorrow, next week, next month, and so on. Here is a little exercise you’ll enjoy… 1. Take out a piece of paper. 2. Write down three actions you should be taking right now. 3. Go do them! It really is as simple as that! Perhaps you should be on the phone booking appointments with some new prospects right now. Do it! Perhaps you should be making sales calls on your current referral partners right now. Do it! Perhaps you should be sending out letters to potential customers right now. Do it! To tweak an old saying: The road to failure is paved with good intentions. It is not about what you intend to do that counts. Many mortgage salespeople intend to do a lot of things but they are actually doing very little. There are two sides to a salesperson’s brain, the DO side and the DON’T side. The DO side compels you to take action, make contacts, follow up on opportunities and talk with potential prospects. The DON’T side is full of hesitation and apprehension. It tries to convince the DO side that inaction is better (and safer) than action. Top performers keep their thoughts on the DO side of the brain. They take action. And that is why they are always more successful! Do something today.
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