Beginning the Plan for 2021!

Written by Posted On Monday, 12 October 2020 05:00

October is always the month I work on business planning for the coming year. This year will be no different, and certainly just as important as any other year, maybe even more! Even with all the opportunities in the market to deal with both refinances and purchases, there is much to plan for in 2021.

With everyone being stretched to beyond past limits, it isn’t easy to make time for these activities, but by doing this little by little, we can put together a plan that will help guide our way in the coming year! 

First thing we need to do is look at our business this year and get honest about the numbers. 

• How many units?
• Dollar amount in total and by transaction.
• Balance of business purchase/refinance
• Who were the referral partners?
• Use the Referral Triangle® to show the areas of actual business.

Once you get that done it is time to look at each side of the triangle and see who the people are that are the dominant referral partners, and who may not be doing as well as you thought! 

The last thing to do in this section is to double check the data, look hard at the balance of business, and identify areas of weakness that you need to address.

If you have been tracking since your last business plan this won’t take more than thirty to forty five minutes to put together. If not, set up 30 minutes each night this week to get caught up! You can always use the Business Planning guide from last year to help you get through it. The fundamentals always remain pretty much the same. It’s on the website.

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Michael White

After 18 years working in all phases of mortgage originations, Mike left day to day originations to start his consulting and coaching company. Now, more than 18+ years later, Mike is working with clients across the country in all markets, big and small, that have generated more than three billion dollars in loan originations within a year.

Mike teaches a system that is focused on time management, action planning, marketing a message, and creating value for both clients and referral sources alike. Quite simply, providing more value leads to more opportunities, more income, less time, and a systematic approach that begs to be duplicated.


By breaking down individual aspects of the mortgage business and providing a step by step approach to creating a consistent flow of opportunities that can lead to a highly successful mortgage practice. That is why people who incorporate these strategies out produce the national averages by almost 3 to 1!

Fundamentals and simple strategies provide day to day activities that help provide a “scheduled success” philosophy. It’s all about identifying, targeting, and establishing profitable referral relationships using exceptional value to keep you in the center of your own referral triangle.

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