The Loan Expert

In last week's article, we discussed the importance of clearing your mind of the question: Why is this happening to me?As you know, no one is a born success. And let me add, no one is an overnight success and no one, and I mean no one, has ever been able to float along on a flowery bed of ease, for long anyway. Everyone has his or her ups and downs. I know that I have and have accepted the fact that I will continue to have ups and downs until I die.Also, in review, the article asked you to identify the motivational event that occurred in your life that you might use, from time to time, to gain the strength that is required to overcome the negative and fear generating thoughts that come to you and that will keep you from succeeding.Again, for the sake of review, I told you about the Salisbury steak dinner motivational event that keeps me focused to this day. Last week's article can be found in the archives.In addition to a motivating event, in times like these, when it seems like one darn thing after another just keeps coming at you, when it seems like there is no relief, no flat plain on which to get any relief, no cool stream by which to rest and regain your energy, in order to have the strength to overcome, you must rely upon the purpose for which you are struggling.In times like these, you must know:• Why did I decide to get in and stay in this business?• Why do I get up in the morning?• For what purpose do I exist - both business and personal?I will have to admit to you that initially I got in the real estate business because my family had always been in the business. However, over the years, I have concentrated primarily on the first time homebuyer market. Crazy me, right? But, that is what I did and that is what led me to start building homes. No one was building a decent product for first time homebuyers and my purpose led me to see an opportunity. I like to say: one day I looked up and realized that I had built 500 houses.Then, the down payment assistance business came along and since my purpose oriented me to first time homebuyers it was a natural fit. Looking back at the last eight years, it is unbelievable where that purpose took me. I have walked the halls of Congress, was invited to testify before Congressional Committees (didn't work out but I was invited), met with the top officials including two different assistant secretaries of the Department of Housing and Urban Development and eventually filed a lawsuit against HUD and actually won.Beyond that, I've made some good money, met some great people all over the country and I have done my best, because it's my purpose, to continue to try to help first time homebuyers overcome the No. 1 obstacle to enjoy the number one generational life changing event: The purchase of their family's first home.So, while I entered the business because that was the path my life took, eventually, and you will have to do this too, I acquired a purpose. You've got to find something that drives you every day. You must find a purpose that not only you can define but also that will eventually define you.A purpose beyond: "I'm just in it for the money."While I've made that statement, and while I am in "it" for money, money alone is not enough to get you up again and again, and it seems like again and then again-again.In today's climate, you must reach within yourself each day to obtain energy from the purpose and from the motivational event, and perhaps from both, in order to have the personal power to push through some of the nearly insurmountable situations that we face in today's mortgage and real estate industry.It takes a lot of energy to help homebuyers improve their credit.It takes a lot of energy to start another new marketing campaign.It takes a lot of energy to send your referral partners a weekly update on each file in process.It takes a lot of energy to change companies even when it is obvious that that is exactly what you should do.And, it takes a lot of energy to admit that sometimes you just have to give up and live to start another day. That's what I've had to do with regard to down payment assistance, purchasing the first time homebuyer tax credit and many other plans I've made to continue to fulfill my purpose.The extra work it takes these days just to get someone approved is incredible. The work it takes to start a new business is staggering. But that is what it takes these days and you must have the inner strength to continue to overcome the question: Why is this so hard and why is this happening to me?It's not just happening to you. It's happening to everyone. But, that fact is of little consolation or benefit. You alone must deal with your problem and the only help you have is the strength that comes from the personal power that is developed and continuously charged by your identified purpose and your identified motivational event.Think about the reason you are in this business. I am confident, if you are reading this article and you are still in the business after all of this, I'll bet you that down deep inside of your being that you are driven by some unidentified but recognizable purpose.Over the weekend, spend the necessary time to identify your motivational event and the purpose that has kept you in the business. Once you reduce it to a statement, then you can begin to draw the strength that is contained within it. Sounds corny, but try it, it works.And keep an open mind. If you are like me, and your purpose is to help first time homebuyers purchase their first home, perhaps, you can't assist them the same way you have been assisting them. It is time to adjust. I have had a very hard time accepting this fact. But since it is still the purpose that keeps me in the business, instead of helping them with their down payment, I'm now helping them with their credit.By the way, beyond enjoying writing articles that help people overcome their fears and find the inter strength that is within them, I want to make you aware of another reason I write this article. It is to tell you about the benefits of learning how to build a network of referral sources. If you have not committed to building your business, and you are still trying to originate loans on your own, from your own efforts, now is the time to spend a few hours over the weekend to educate yourself on the concept of building an enterprise based on, not only your efforts, but the efforts of referral partners. Agents, builders, and real estate owned platforms control over 70% over the buyers of houses. And over 70% of the time, the buyer uses the services of that originator. Either you can learn to take advantage of this process or you can continue to work by yourself. Make your life easier by learning how to build this type of organization today. We even have a couple of ideas that will help you help your client improve their credit.To learn more, visit Joel Pate's website at http://www.roadmaptosuccesswithagents.com.