By: Roxanne Andler

Roxanne Andler is a Loan Officer with Fairway Independent Mortgage, Madison, WI. Over the past 7 years, Roxanne was closing enough loans to make a living. She hired a personal coach, sought out a mentor, and transformed her thinking to "abundance mentality." Instead of making a living - she now has a life - doubling her business in 2002 and is on track to double it again in 2003. Email Roxanne at roxannea@fairwayindependentmc.com.

Have you ever lowered a mortgage rate for a client because you were afraid to lose a sale? Do you find yourself wanting a bigger piece of the commission pie? With the recent surge in mortgage rates, many originators are questioning where their next sale is coming from and specifically - when the next client will appear.

Scarcity may be what best describes the mortgage business right now. There are less people out there that need to purchase or refinance - right? If you are thinking this very thought, you may be experiencing "scarcity mentality."

People with scarcity mentality view a glass of water as being half empty, rather than half full. They also consider that there is only one pie from which everyone must divide the slices. One would think that if you get a larger piece of the "one" pie, someone else would be left with a smaller piece. This is a description of scarcity mentality.

With 18 years of sales experience, I have come to the conclusion that the sales profession breeds this scarcity mentality.

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