You Must Do What Others Won’t!

Written by Posted On Monday, 07 November 2022 00:00

There are dozens of old sayings that apply in today’s market, you can pick from any of all that you like:

  • Everything works, nothing doesn’t.
  • The harder you work, the luckier you get.
  • If you do what you always have done, you will get what you have always gotten; but if you don’t like what you are starting to get, stop doing what you are doing!
  • Those that succeed are willing to do the things that those that fail will not!
  • You must do what the others won’t, so you can have the things that the others can’t!


The common ground is that they all hold true to a very simple reality; if you don’t do the work, you can’t receive the reward! Think about it. For the last few years loans fell from the sky. Purchases, refinances, it was all so easy. There were just so many opportunities it was a struggle just to keep up. The problem is, almost everyone became focused on opportunity management and forgot (or never learned) how to generate opportunities!

Yes, business has slowed as rates have gone higher, but people are still buying homes. Yes, rising rates make it a challenge, but home ownership is still a better value and a safer bet than renting. Yes, rates can go lower, and then you can refinance. Yes, rates can go higher, and then you are set with a P&I payment that will never go higher! Yes, property values may go lower, but you were already committed to being happy for the next thirty years with your payment in exchange for the home you get to live in. The reality remains, the interest rate on renting is 100% on a one-year balloon, with no guarantee of renewal at any price!

We have the jobs report on Friday and the election next Tuesday. Come next Wednesday morning the markets will have to digest the results and choose a path. Either way, people will buy and sell houses and likely need mortgages. It is up to you if you want to sit by the phone and hope it rings; or create an activity list and generate opportunities. And remember, Hope is not a strategy for success!

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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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