If your pipeline isn’t full, don’t blame the market. I see many loan officers that get caught up in the “Ain’t it Awful Club" and more often than not, their production reflects a (hopefully, temporary) lack of motivation and passion. We all go through times where it is more difficult to get things done and marketing always seems to be the first thing that gets the ax when we feel unmotivated.
Sometimes, a little momentum is the critical missing piece. Here are a few ideas to get your business moving up and earning you more income.
• Work longer. I am not a proponent of working longer at the sacrifice of family and enjoyment, but I do think a temporary increase in hours can have a huge impact on building momentum. I suggest you work an extra hour (early morning is best for me, but do what works for you) a few times a week for the next month. Use that time to concentrate solely on getting organized and increasing and improving your marketing.
• Be more effective. We all waste time. But you also know that the less time you waste, the more you can accomplish in a day. Don’t get involved in the office conversations that take you away from your work. Close your door and turn off phone and email for 30 to 60 minute time blocks to tackle those bigger jobs. Kindly let your peers know that you are working diligently to get more done during the day and ask them to help you by keeping conversations to a minimum.
• Stay on top of things. Problems get worse the longer you wait to deal with them. Coordinate things with your processor so one of you immediately takes care of things that need attention. Even if it is something that can wait, it is better to jump in and get it taken care of. You waste precious mental energy when you have a long list of issues waiting for your attention.
• Get visible. I can’t emphasize this one enough. You absolutely must place yourself around people that have the potential to refer loans to you or those that could possible need a loan. It’s called networking and doesn’t have to be a formal lunch group once a week. Get involved. Be personable. Reach out and connect.
You can always find a reason to justify why your business isn’t at the level you would like it to be. But rather than dwelling on those reasons, use your energy to find the business in spite of the market, rates, competition etc. There are loans to be done and why shouldn’t you be the one doing them.
Get busy, stay focused and be visible.
