Closing Out 2020 and Preparing for 2021

Written by Posted On Monday, 23 November 2020 00:00

2020 has presented more than its share of challenges for our industry, our country, and our families. While we in the mortgage and real estate industries have had recorded setting years, many people that surround us have set the kinds of records nobody wanted to achieve. Unemployment, business closings, and shutdowns have taken a serious toll. 

None of the volume or unit records in mortgage and real estate stands alone. The markets led the way with declining rates the desire for homeownership pressured the entry level market, the virus made us all take a look at our housing situation in a completely different light. For the first time the housing market wasn’t all about “Location, Location, Location!” The market has become all about “Function, Function, Function!”

We need to be sure we are aware of the things we can do to help as well as prepare ourselves for the coming year.

• We should look locally to support food banks and other areas to assist those in need.
• My wife and I always work through our Vet to pay for a procedure for someone who can’t afford medical care for a cherished pet.
• Support local hospitals or first responder unit in your area with a lunch.
• My favorite is to find children who are in need of a hand and fill their Christmas list.
• Find a way to support those who have challenges you can help with.

The other area you need to prepare for is that refinances and purchase business aren’t going anywhere anytime soon. Millions of loans in the market still above 4%! FHA loans with permanent MI that can be converted into a conventional product with either no, or less expensive and vanishing insurance. We haven’t even begun to talk about those who would benefit from selling their current home and buying their “Forever Home” now!

There is still much we can do before this year is done. We need to look both personally and professionally at what we can do to make a difference because we are all in a position to do just that!

Next Tuesday, 11/24/2020 will be the November coaching call. I will cover the Three Key Things you need to know to starting 2021 effectively. That will begin at 1pm eastern and will be up on the website on Wednesday the 25th!

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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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