Last week, I decided to do Lotoja - a 206 mile one day race from Logan, Utah to Jackson Hole, Wy. It's been on my bucket list for a few years to complete by the time I turn 50. It's grueling. It's full of steep hills and possible crazy weather. It's freaking 206 miles in one day.
Luckily, I'm married to an exercise physiologist (Professor Honey-buns to you) and have a good friend that has raced Lotoja a few times. Unfortunately, those two great guys can't wave their magic wands and make it easy. They can coach and encourage, but time in the saddle is all me.
Here's my plan: in 2015 I will do the race with Professor HB as a relay (five stages). I will do stages 2 and 4 and he will do 1, 3 and 5. The goal is to stay with him on No. 5 so we finish together. Then in 2016 I will do the entire race, I will be 49 years old. That's a really long time to have a goal and stay focused. Luckily, I've got Coach 1 and Coach 2 to help. I will also track my progress through this cool app: Strava, and focus on continually improving.
What does that have to do with mortgage origination? Everything! I have a coaching client that has been doing loans less than a year and it has been discouraging at times. I asked if he would be willing to work really hard for two years if it would guarantee him an income of $100,000. Of course he said yes. This industry can guarantee you a six figure income but you have to be willing to pay the price and do the time. Here were my suggestions:
1. Build relationships. Continually reach out by email, text, phone, mail and in person. Don't give up. It may take a full two years to start seeing referrals.
2. Read. I gave him my Realtor Marketing Program and Steal my Stuff and told him to read these before 8 a.m. or after 5 p.m. so that he doesn't interrupt his work time. I will continue to recommend books by Michael Maher, Jeffrey Gitomer, Chet Holmes etc. Read every day to motivate and find new ideas.
3. Be passionate. Work even when you don't feel like it. Make the calls, have a presence on social media, do lunch, coffee, breakfast.
4. Look for opportunities. To be more involved and meet more people. All so you can continually increase the number of people that know who you are, what you do and trust you to help them and their referrals.
5. Be accountable, track progress and set goals. Have a coach, your manager, a mastermind group to help you be accountable. I've been road biking for 14 years and am nowhere near ready for a 206 mile race. But I know that with two years of training I will be ready. Successful training happens when you track progress and hold yourself accountable to goals.
Where do you want to be in one year, 11 months, one week and four days?