It’s the middle of August, which means you have 90 days to get in front of everything you are going to close and get paid for this year. Silly as that sounds; it is the reality. We really need to get ready for the sprint to the wire that is the next 90 days and we can start with knowing where we are.
By now you know what is going to close in August, or pretty close to it. You also have a good idea of what September is going to look like. This will get you ¾ of the way to your annual numbers. It also sets the parameters of what you need to do to get to where you want to go the rest of this year.
Key questions:
• Are you tracking ahead or behind your business plan?
• Are you off your blend of loans purchase/refinance?
• Are your referral partners on target to meet your projections?
• Who in your pipeline of pre-approvals is looking?
• What is the number of obvious refinance targets you are going to try and convert?
• What are the other targets in your business plan and are you on track to meet or exceed those numbers?
• Is what I am doing now sustainable?
Some people are worried about their numbers. Those that are behind last year or who are overly refinance heavy in their loan mix are starting to wonder how to stay on top of generating new opportunities?
If your plan is working well, keep working the plan. If you have any issues with the above questions, it’s time to focus on getting the answers! Before you know it, you will be looking at Halloween, Thanksgiving, and the end of 2021 with a pipeline that is empty isn’t a lot of fun going into 2022!
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