Focus on How To Win!

Written by Posted On Monday, 26 April 2021 00:00

There are plenty of people around who have a lot to say about why things in the mortgage and real estate markets are a challenge. Many seem to spend more time looking to complain about why they aren’t doing better or how “hard” the job has become, then to spend time looking to see how much opportunity there is.

Yes, it is likely that for originators who depend on 50 – 60 – 70% or more of their business last year, that 2021 is looking a bit scary as we roll into the second quarter. However, purchase business remains very strong, so strong in fact that people are complaining about how many people want to buy homes!

The issue now is how to we continue to thrive as refinances shrink? First of all, refinances aren’t completely going away, they just aren’t as easy to sell since rates have come up from the bottom. It is important to remember that there are still millions of loans out there that would benefit from refinancing if you know where to look.

The next strategy has to be about mastering the purchase transaction so you are setting the proper expectations and preparing your clients and your referral partners on how to WIN in your market! The answers are right in front of you if you just look! Go back over your last 25 purchase deals and see why those offers were accepted. In many cases, those weren’t the only offers made on the properties, but they were the offers that were accepted! Knowing why they were accepted will help you better prepare your borrower to be a winner as well.

Now I know there will be challenges with some buyers. Some may have to alter their expectations and change strategies. Some may have to work on their credit profile, pay off debt, or just put together more money. The good news is, if you know what is winning, you can help your people focus on how to win in your specific market.

You can except excuses as to why you can’t; or you can share the strategies on how to win! Winning can be as simple as making a choice to do the work and follow a winning plan!

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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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