2021 Business Planning: Weighing Out The Numbers!

Written by Posted On Monday, 02 November 2020 05:00

This is the last installment of this year’s business planning process. Looking back over these five posts in October and revisiting the Business Planning module on the IMT Coaching website should make it simple to create your plan, systems, and schedule to make it all happen.

The one special reminder of this year is to be sure you weigh out your numbers to match your business and your markets. Nationally speaking, purchase business is up more than 20% while refinances are up better than 80% over 2019. It’s important to look hard at your numbers AND your local market to see how that plays out. To be sure we are not likely to see a 1% drop in interest rates in 2021 that we saw in 2020. While I don’t see a dramatic rise in rates in the first part of 2021, I also don’t see rates rushing higher either. However, many of the refinances that were easy to identify and do, you are likely to have done, so that second wave of opportunity will likely be more work to identify. 

Now purchases are a different story. It seems to me that the activity in the purchase arena will be just as strong in 2021, and in some markets you might expect better numbers than you have seen this year. While the purchase business is likely to replace the refinance opportunities you may see dissipating, repeating the total volume in 2021 will likely decline for you if you don’t have a plan to capture and retain those key new referral partners we have talked about in past  blog posts.

So when you are weighing out your numbers; check the blend of your business and then see what those numbers look like if you grow purchases by 20% and see a decline of 40% to 50% in your refinances. If the new totals still work for your plan, you are fine; if not, you need to press into those new referral partners the balance of this year so you can gain the commitments you need to succeed! It’s very likely that you will find all the new referral partners you will need by pushing hard on the “Other Professionals” side of your triangle that will help you get what you need. 

As always, if you have any questions or comments you can visit the www.IMTcoaching.com website or email me at This email address is being protected from spambots. You need JavaScript enabled to view it.

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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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