;)
Are You REALLY Committed?
Posted by admin in Brian's Blog, Tip Of The Week
I speak to a lot of brokers every day. I often hear them say they are “committed” to the business, but their actions say otherwise. Their actions are more like someone who can’t find anything better and is waiting for the marketplace to improve. But the market won’t get better, the market will not save your business. This is Post Boom America. You need to do the things you DON’T want to do.
I am not talking about going into the office, going through the motions and reacting all day long to e-mails and phone calls coming in. That is reactive, not proactive, and that will NOT give you success. Not anymore. Calling up friends and family, following up with each lead 5 times even if they have not answered your call the last 2 times, marketing aggressively for more business even though a piece of you is unsure you can even get the deal done, marketing consistently every month even though you are not sure anyone is even listening. These are the things that MUST be done in today’s Post Boom America. And you may not want to do them-I tell you the truth-I didn’t want to do them. I had always envisioned myself as a CEO and I thought I would make a difference by leading this phenomenal company with hundreds of branches-that was my destiny. But when Lehman went down and the secondary market disappeared, that vision came tumbling down. For a year, I kept fighting, sure that the market was going to turn. But finally, with no more credit lines to tap and no more savings left, I had to face reality. I had to become-GASP-a loan officer again!
I didn’t want to do it, I had to do it. That first year back, I was actively looking for something better but could not find anything that would pay me what I could make closing loans. But here is the key, I MADE THE CALLS I NEEDED TO MAKE. I marketed every week regardless. I got up early anyway. I did the right things-EVEN THOUGH I HATED IT, and an amazing thing happened. After a year of doing what I hated but had to do, I caught a new vision. I realized that by doing the right things, when everyone else was waiting for the market to improve to help their situation, I could become the best. And the best LO’s make tons of money. Suddenly a new reality dawned, I could grow my business to such a point that I could live on 10% and give away 90% to make a difference in the world. After a year of pounding the phones and hating it, I now loved it! My vision is in line with my gifts, and I awake each morning fired up to make a difference. Life in my business is sweet again after a couple of years of darkness.
So here is my challenge to you today-are you REALLY committed? Or are you just going through the motions checking e-mails every 10 minutes and reacting, and waiting, and hoping for the market to make things better. I promise you that if you do the things that successful sales people do-I mean hard core sales strategies like, GASP, calling family members asking for referrals. You know-the tough stuff. If you do it, you will succeed. I guarantee it. If not, you will have to face a long existence unhappy at work, unhappy with your finances, and you will NEVER see the market improve to save you. Even if the market does improve, the business is going to go to the proactive guy making all the calls. The business will go to guys like me. You won’t see any of it. This is Post-Boom America, this is reality. This is your wake-up call. Do the things you once did, go back to the beginning and do it EVEN IF YOU HATE IT. And soon, as your volume and income grows, new opportunities and new vision will come your way. And life can be sweet again. If not, a long slow fade to misery will be yours. Choose wisely!
Brian
P.S. Did you know that this concept of REAL commitment also will work in your marriage, your relationship with your kids, and every area of your life? Come back to this site tomorrow to read about how this concept can change your personal life as well….even a struggling marriage!
;)
;)
;)
Hi Brian,
In May, I moved into the commercial market with my real estate business. I have been successful on the phone making great contacts. I have some possible deals in the works from these calls. I was feeling a little down this week and not in the mood to make calls. This article was just what I needed.
Thanks Brian.
Linda,
I write these from my life and experiences. I am sure you will be successful in the Commercial arena. If there is anything I can do to help…let me know.
Be blessed!
Another great post to jolt you to reality.
It was another one of your posts from March this year that woke me up from my two year slumber. I am seeing the results from last two months of marketing and effort and you and Seth are the wind beneath my wings! Knowing that I can count on back office support to help me in a professional and TIMELY manner gives me the confidence while marketing to declare us as the best game in town and mean it!
I had the choice to be a one (wo)man show or take a smaller cut and leave the under writing and termsheet selling to you guys. I chose the latter and I can already see it was the right decision. I will probably be looking at a pipeline 4 to 5 times the size it would have been had I chosen the other option.
God bless you guys. Seth, you are awesome!
Eram,
You are doing a great job of marketing and your deal flow is strong. There is no doubt that you can be a huge success in commercial-looking forward to seeing your success!