Have you ever noticed that when you make up your mind to do something (I mean really make up your mind) that things just seem to start going your way? Why is that? Take a minute to think about it, because it directly relates to your reverse mortgage production.
Is it the fact that once you are truly focused on a goal, you naturally start to do the things that drive you toward that goal? I think that's part of it, but only part. It also seems that when you are doing the activities that will help you reach your goal others are attracted by that activity and will help you. Yes, others will actually facilitate on your behalf.
I recently decided I needed to step up my production a bit. As originators we need to give ourselves a kick in the posterior every once in a while. I set aside some time to review what I had been doing over the last few months and realized I had not attended my regular networking groups as often as I had in the past. I let other tasks "get in the way."
I can admit it. It's dangerous and we all fall into that trap from time to time. I was not happy about it and once that reality hit me I took immediate steps to correct it. I got back on my normal schedule of networking (senior and real estate oriented groups are my main focus) and even checked out a new group to which I received an invitation.
Viola! Once I fully committed to get back in the groove of networking, it happened. I now have a presentation scheduled for a large real estate office (think reverse for purchase) and have been introduced to an elder law attorney (who has been on my "list" of people to meet) and got an invitation to begin writing a column for a financial planner's newsletter.
Did I snap my fingers and reverse mortgage applications fell from the sky? Nope. I focused on the activities I knew would bring results.
We can too often get caught up in the challenges that take us off target, such as "This company has better pricing. That competitor has a better website." With the recent pace of changes in the industry, now more than ever there are a lot of shiny objects (distractions) to pull us off course. Let them go. Review your plan and do what you know works for you. It is probably different from what works for me. Continue to perfect your message to your seniors and watch as good things come your way.
Sue Haviland is a reverse mortgage consultant in Baltimore and the founder of Reverse Mortgage Success, a leader in the training and education for originators around the country in the rapidly growing reverse mortgage arena. Sue has worked in the lending industry since 1981. She has been originating reverse mortgages for the last six years and still originates loans every day. She has helped hundreds of families all over the country in the last several years. Sue also shares her knowledge of this market in presentations before the Women's Council of Realtors, Mortgage Bankers Association, National Association of Professional Mortgage Women, and SRES - Senior Real Estate Specialists, Brian Sacks' Insider Seminars, as well as the public. Sue is a Certified Senior Advisor and is active in many professional organizations. Sign up for her free seven-part mini-course at
