I received an interesting question from reader last week and I want to share it because she made an excellent point probably without even knowing it. She asks, "Sue you have your hand in so many different projects (yes I do write, speak, and teach in addition to my own reverse origination), how do you get it all done?" She goes on to say that she has a hard time just getting the few reverse mortgage applications that she has to closing. Great question!
When business is slow, do you find that each deal becomes more crucial? This sounds like a silly question, right, when you are in a commission environment. You fret over each loan application and lose sight of the big picture.
Your focus should be on bringing in more business. What kind of relationship do you have with your processor? Can you count on this person do get the job done so that you can go out and do yours? Or are you mired in tasks that take you away from your real objective?
Get rid of the time vampires in your day and anything else that takes you off task. We have such a fantastic opportunity in the reverse mortgage world to do so much good for our seniors that and we need to keep that thought in our minds every day.
The answer to this lady's inquiry can be stated in one word. Focus. I have an unyielding commitment to my seniors and to my profession. If you could see my calendar, you'd probably laugh. I do have a lot on my plate as the saying goes, but it is important to me to keep my commitment to my clients and to myself.
Do you have the stamina to get through these times of decreased volume? Is your commitment to the senior and the reverse mortgage program or did you just jump into this because you saw a chance for what you perceived to be some "easy money?" Do you need to brush up on your presentation skills, or look at some new marketing strategies? Are you backing off on attending networking because "it's summer and nobody goes anyway?" Remember, summer is another time of year when families are getting together and visiting and it's the perfect opportunity to be seen in your community.
If you make the commitment to yourself and to the seniors in your area, you will be just fine. Take a good look at your daily activities, get rid of anything that stands in your way and don't let yourself hear the word "no."
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
