Below is a great question I just received from one of my One On One Closed Door Coaching members. I believe this is a very common problem, one that is not only limited to our industry, but happens in all businesses. I have left off my member's name not to protect his privacy but really to avoid embarrassing his co-workers. Here is the question.
Coach,
I have a bit of a situation. The loan officers in my office are mild producers and I feel that I am dragged down by their nonproducing ways every time I am in the office. I have found that I have less distractions, think clearer, get more work done, and have more of a positive attitude when I am away from the office and working at home. Once I move into my condo, I was wondering if I should just work out of the home and do loan apps there as well. I'm biased, but it's a nice place and would have no problem bringing clients in there. But we are moving to a new location soon where I will have my own room, right now I am sharing space. So maybe it will get a little better there but I must admit I love working from my home and truthfully, I really don't get consumed by distractions (TV, etc.). What do you think?
NAME WITHELD
Virginia
This question brings up many thoughts and strategies that I would like to share with you in the rest of this column. But first let me give you a little background. This member has been using direct marketing and other creative strategies that has taken him from a raw rookie who was starving to death to having a consistent stream of new business and quick becoming known as the top expert in his marketplace.
Now let's cover the first issue raised in his question. His coworkers are bringing him down. If you take a step back and think about your own day you will see that you may only work two hours at the most.
Sounds shocking, right?
You are actually physically there in the office eight hours but you really only spend two hours at the most doing productive things. Are you spending time surfing the Internet? Hanging out with other staff discussing the recent television show or sports event? Gossiping about others? Taking phone calls from rate shoppers that are a waste of time? Thinking about other ways to make money than mortgage banking? On the phone making plans for the weekend? Driving around aimlessly each day wondering how to get business? Driving all over town dropping off rate sheets? Taking two hour lunches after coming in late?
I could go on and on but I am sure by now you get my point. We often work long hours but are not totally productive with our time. Many times this is caused by the feeling that you need to be in the office to get the lead/call. To be honest nothing could be further from the truth. Sometimes when you are less easily accessible people want your services more. Don't you like to work with someone who is already successful and busy? So do your prospects. So when you are always available they question your success. Successful people are always busy not waiting around the office to pounce on the phone the second it rings.
One final note here on time is that I recommend taking time out of the office, with no distractions, for at least one or two hours once a week. This is the time to be working on your business instead of in it. Time to plan and prepare your marketing efforts. Time to assess what has been working and what has not - and what you want to do about it.
Brian Sacks is the CEO of
