Work with What is WINNING!

Written by Posted On Monday, 14 March 2022 00:00

Some people are looking at poor fourth quarter results and first quarter projections that are downright abysmal. You have a choice to make, you can complain about interest rates and inventory, or you can work with what is winning!

It’s easy to complain, it takes work to win! If you are busy complaining, you aren’t committed to working the plan that WINS! All across the country I have originators that are just doing their jobs and ignoring the complaining. Those are the people that are winning business and closing loans. The more people complain, the less competition they face to capture business by using the winning move!

Now, what wins the deal in one market, doesn’t always work in other markets; so, it’s important to look and see what is winning! And before you say something stupid like “they lost to an all-cash offer” or “someone else offered more money”, think about your local FACTS! What is the percentage of all cash offers in your market? I know it isn’t 100%. Besides, do you know how to compete with all cash offers? Do you know what the number really is? As far as someone offering more money, why wasn’t your client making their best offer first? If it was their best offer, maybe they need to look at houses that that offer could have won?

The fact that there are multiple offers and offers over asking just shows the strength of the market. The fact that people are making offers on three or more homes before they get an offer accepted actually shows that they found a number of houses in their market that they liked enough to make an offer on, so how is there an inventory issue? You can complain about a bad result, or you can get working on finding out what is winning in your market and help your people win!

Fun fact, one recent offer that was accepted contained an offer of free pizza every Friday until the home closed! Imagine that, winning by PIZZA! What is winning in your market?

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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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