The Speed of Success!

Written by Posted On Monday, 13 September 2021 00:00

I often get asked, “How long does it take to be successful in this business?” The next most common question is “How many hours do I have to work to be successful?” Both questions are the opening to a discussion that is different for almost everyone who asks it. The first question leads to my return question, “How do you define success?” Success is different for everyone. It means different things to different people. To me, you must have a target to aim for and measure against. While time frame is important, does it really matter how long it takes as long as you get there? It also matters that once you reach what you consider to be successful, that you can stay there! Longevity matters! But to be specific, I have always maintained that a successful originator be able to average 8 to 10 units per month consistently year in and year out by themselves. Other than that, you decide. How long should it take to get there? Those that commit to the process and do the work can generally make that happen in the first 6 to 12 months in the business.

As far as the number of hours required to be successful. That becomes more of a challenge because there are significant differences in markets, types of loans, clients, availability of loan products, and how you choose to work your business. Clearly it takes a significant investment of time and energy to get started. You have much to learn, many things to master, and schedules that will constantly be refined. However, once you have become established and mastered the skills and schedules surrounding your business, you should find it easy to work a 50-hour week, taking one long vacation (two weeks) and three short vacations, one week, and a series of long weekends (three or four days) a year.

There will be times when you will work longer hours based on seasonal or situational opportunities, but you will see how your market tends to flow quickly and go from there. But again, how you work your business and with whom you work with has a lot to do with the time you commit. Some people work longer hours because they want to. Some choose to hire assistants to take some of the work off their plates and work less. It’s a choice you make for yourself. But yes, you can also work 80 hours a week and close 3 loans a month or work 35 hours a week and close 15 loans a month. It is YOUR choice!

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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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