Living Life by Design

Congratulations…you made it to the 4th step in the GPA Professional Mortgage Loan Officer System! Here’s a recap of what we’ve done thus far:

1. Created a Goal Sheet
2. Ask “Why?”
3. Focus Your Goals

Today we will take the list of your Focused goals and ask, “How?”. For example, if one of your goals was to make $120,000 in income this year, here’s what you do.

1.  Make $120,000 in income – How?
   1. How many loans will I have to close to make $120K?
   2. Assuming your average loan amount is $200,000, and you’re paid 150 bps, your average commission would be $3,000. That means you need to close 3.3 loans per month.
2. Close 3.3 loans per month – How?
   1. I want to work with performing Realtors where I can expect to close 4 transactions per year – How?
   2. I will spend each Monday from 10:00 AM to Noon calling Realtors in my area to set appointments. I will continue to call and prospect until I have a minimum of 10 performing Realtor partners – How? (3.3 deals per month or 39.6 deals per year is the target. 39.6 / 4 Realtor Deals per performing Realtor = 9.9 Realtor Partners I need to reach my goal)
3. Call Realtors & set appointments – How?
   1. Call my local Title Company and ask the for a list of the Top Realtors in the County.
   2. Look up each Realtor on the list…web page, LinkedIn, etc. and get their contact information.
   3. Start making calls every day, Monday – Friday, from 10:00 AM – Noon.
4. Written script for Realtor calls – How?

Are you getting the picture? Simply take whatever it is you want to accomplish (your goal) and continue asking “How?” until you have nothing left to ask why about. Drill down to the last detail. If you’re not sure of a procedure, talk with your manager, a pier or someone you trust for advice.

On Monday we’ll take the procedure you’ve established and calendar them.

Have a great weekend…