Written By: Victoria DelFrate, Business Planning Coach and creator of ICanPlan.Biz, an online business planning tool. VDelFrate@ICanCoaching.net
Mortgage Professionals and many other referral-dependant professionals do what the majority of the population might dub, "scary."
You don't think so?
Feeling modest?
Just ask a friend or a neighbor how they might feel if every day, in order to put food on the table, they had to receive rejection (with a smile, I might add), have their knowledge tested, compete for their pay, remain vulnerable, ask strangers to engage in likely the most emotionally-charged transaction they will ever experience, work on weekends, holidays, take calls in the evenings and even in doing all of that, they still might not get a paycheck at the end of the month.
That’s not scary?
I frequently refer to my clients as warriors. I deeply respect the path that they have chosen in their quest to make a good living.
Just think of the market and all of its distractions like a magician’s act. While the magician is waving his arms in big exaggerated circles and the female assistant is running around the magician, removing his cape and twirling it overhead, the same old dove is being shoved into his top hat. The variety of distraction changes, but the magician must follow the same, well-crafted principles, in order for his “trick” to be a success.
Regardless of the market, the media’s “doom & gloom” forecasts, or the underwriters’ requests for proctology exams, a Mortgage Professional’s focus must remain on one thing, building a pipeline!
The principles of building one’s pipeline are S.C.A.R.E.E. an easy-to-remember acronym for those who enjoy this type of memorization tool.
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