Q. Hi Brian,
It’s funny how your newsletters always relate to what is currently happening in my business. Today you wrote about Integrity. My company’s slogan is “Integrity First” and I actually believe in this stuff. I pride myself on doing the right thing when no one is looking.
This brings me to my question. Recently one of my employees questioned my Integrity and it is weighing on me greatly. She did not attack me with this news she simple brought it to my attention and implied that it is not in line with “Integrity First”…I somewhat disagree and would like your input.
On more than one occasion I will tell the client what they want to hear vs. what actually is happening. For example, in the recent past (during the hurricane) we (I) completely forgot to send a client’s file to the lender. It went an entire week unnoticed. She called looking for an update and I blamed the delay completely on the hurricane and took no blame for myself. The loan closed 2 days late…she was thrilled and has referred me tons of business.
Second, I received a speeding ticket and had my wife do the online course to circumvent possible points. Yea, yea, yea I know you’re laughing hysterically. We (my wife and I) justified it by printing the material and she reviewed it with me. I assume this falls in line with wrong but doesn’t hurt anyone? For the record, it was my first speeding ticket in the last five years and I was busted with a group of folks…yes I know I’m trying to justify a wrong!
Third, stated income loans…need I say more? I ask the client how much they make and explain to them what a 4506 is. I probe no more even though if I ask enough questions I could probably kill the deal.
Finally, sales in general. For example, do we really believe the Ivory Soap lady only uses Ivory? I mean lets be serious…the model on that commercial is told exactly what to say. Further, what she is saying was coordinated, reviewed and re-reviewed by a team of marketers. I do the same thing selling my mortgages. To gain the client's respect and trust I may appear to be interested in their Beanie Baby collection…yet I could careless. In fact, I may go as far as finding an article on Beanie Babies and send it to them. I call this nice.
Yes, there are times when I straight lie. For example, two weeks ago my title company forgot to send the package to my borrower’s ex-husband for signature. I explained to my borrower that we wanted her to review the documents first before we sent them…however, truth is my title company dropped the ball and caught the fumble. Borrower never knew what was going on and in return was crying at the closing that I was so nice to her during her divorce.
Ok, with this info…am I a “Fast Eddie” with a God Complex? Do you think I need to work on being more honest? I’m asking you this because I’m going to have to confront my employee on this matter. If I’m correct then she may have to go. If I’m wrong then I need to change the way I do business. Obviously, I think I’ve done nothing wrong. Again, I pride myself on doing the right thing all the time.
Q. I know that Brian has taken bits and pieces from different speakers and experts to formulate his own systems, but can you suggest some material from any of these professionals to invest in? I've bought the tapes, which has been my initial investmest in myself and my business, and it has wet my appetite to make myself better personally and professionally. I want to gear up for a great 2004. I plan on using Brian's systems as disciplined as I can for a full year. I'm comptiplating investing in "The Mastery System for Mortgage Professional" by Todd Duncan. Also, do you have many LO's with your company that use "The Mortgage Coach" software? Basically, what's the best single thing I can do for myself right now? I need a solid foundation, attitude, and game plan.
Q. What is the best reading or cd material for motivating your self when you are in a rut? Need to have more energy.
Q. When you first got going, and even now, did you ever find it hard to maintain your motivation and energy? I'm hoping to make 2004 a turning point. I have very good intentions, but it's going to take a lot of work to accomplish all my goals. Not only do I have a very lofty goal of loans closed, but I'm also laying out a plan to be in the best physical shape of my adult life, have the most positive mind- set I've ever had, and get my golf game in the best shape it's ever been. So, everyday, I will be working toward three different goals: I'll be at the gym in the morning, being as productive as possible at work, and then hitting the driving range in the evening. That's a lot to put on my plate, but I decided that if I can reach my goals in each of these areas, that would give me the most happiness. I want to go a full year a high throtle and see what kind a results I can produce. Any suggestions on how to stay focused on each aspect of my life, without waivering?
Also, did you begin your Bible Study before you discoverd the motivational books and authors, or after.? After reading Og Mandino, I can see how it would influence a person to do something like that. I'm not much of a church-goer, but I certainly would be open-minded to doing something like Bible Study for additional inspiration and motivation. I've been a bartender for 10 years, and still bartend two nights on the weekends until I really get going in the mortgage industry, so it's still easy for me to get side-tracked being around people who drink late and don't want to get up first in the morning and be productive. I want to get the most out of myself in 2004.
Lastly, like having a work-out partner at the gym, it's a lot easier to stay on track if you have someone who's looking to accomplish the same things as you are. Did you have someone like that, or did you have the discipline to do it on your own.? I wish I could find someone in my workplace to "team up" with, to keep each other going, but in this business, it seems like there aren't a lot of people willing to make the kind of commitment I would like. It's too easy to get lazy when you're basically self-employed. I'd really like to surround myself with more people, at least one, like-minded people.
Q. I known how much you love systems....so, when you first got going as an l.o., did you have some sort of daily routine that you adhered to (outside of asking for the business) to make yourself as complete of an originator as you could. To convey what I'm talking about, this is an example of what I'm thinking of for myself.
- read my scroll from Og Mandino
- maybe watch 30 minutes from your videos everyday
- read the newspaper to stay current on issues (especially the business section)
-make sure to read, and more importantly, understand the Mortgage Commentary Report I receive everyday via email
- read a chapter from University of Success every evening until complete
etc. etc. What are your thoughts?
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