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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/ |
| The way to success: See it, believe it, achieve it |
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How many times have we heard advice like: “Your attitude affects your altitude!” or “The road to success starts in your head!” As philosophical as they sound, maxims like these are undeniably true. Successful people become successful because they believe they will become successful. By contrast, unsuccessful people fail because they fail to believe in themselves and their chances for success.
The first step on your road to success is to “see” yourself being successful. See yourself meeting people. See yourself having sharp, intelligent conversations with prospects. See yourself writing a lot of loans, making good money, driving a nice car, taking fabulous vacations and living in a beautiful home. Visualize success…and then fully commit to that vision you see coming true. The second step on your road to success is to “believe.” You must believe in yourself, believe in your abilities and believe in your talents. You must believe in your company, believe in your loan programs and believe in your support staff to deliver a superior customer experience. Above all, you must believe that you are excellent at what you do, and that your customers could not have found a better lender than you. Belief is the energy that keeps you advancing, even when things aren’t working out. The third step on the road to success is to “achieve” what you see and believe. A positive attitude will get you in the game, but seeing and believing alone won’t help you write mortgage loans. To achieve success, you must take action. You must put yourself in the “path of the customer.” You must schedule appointments, make sales calls, place phone calls, follow up on leads, ask for referrals, and stay in touch with all of your past clients. You must deliver on your promises, provide a memorable experience to everyone you help, and be willing to take risks and try new things to move your opportunities forward. We are living in interesting times in our industry right now. While the overall mortgage market is still very good and some are producing steady business month after month, many lenders are falling behind. Why? Perhaps it is because they don’t see the opportunities in front of them. Perhaps they don’t see themselves being successful and therefore don’t believe it is possible. It may be because they are not taking steps forward every day to achieve the results they want. I spoke with a loan originator after a seminar the other day whose business has been on the increase month after month. She told me that she produced three loans in December, four in January and six loans in February. I asked her what was different. “I finally changed my attitude!” she replied. “I began thinking positive and acting positive and positive things started to happen to me. I stopped complaining and blaming other people and other things for my lack of production and started asking what I could be doing. I started acting differently, dressing differently and talking differently. That’s when everything changed for me.” I’m not a psychologist, but I do feel that how we think creates the basis for how we act. Good thoughts create good actions, and good actions move us forward in the direction we want to go. Where are you thinking right now?
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