New Year, Old School!

Written by Michael White Posted On Monday, 09 January 2023 00:00

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Welcome to 2023! I am excited to enter this year with the excitement for our industry that many others are lacking but are searching for. It may just be my experience pointing me to the opportunities that are there for the taking, but I can’t help but feel optimistic about what lies ahead, and you should too!

I did a call with Dave Savage of Mortgage Coach last Friday (You can find it on Facebook or the Mortgage Coach YouTube channel) and it was about what four generations of mortgage professionals thought about our business going forward. While I am not so sure that it was four generations since Dave Savage, and Dave Gallegos are less than 10 years younger than I am, but Sosi at 33 is almost young enough to be my grandson, so why not? The point is perspective!

As the industry has changed in many regards, the base business remains pretty much the same. The concepts, many thought to be “old school” by some originators, are still as functional as always, we are just using different delivery systems in many regards. While there aren’t many using paper files or rolodexes any longer, personal communication, connection, and information remain critical in building long term relationships providing service and value to our clients and referral partners.

We also must address shifting sources of opportunities. Realtors® will always be an important component of our business, our industry has been very slow to address other important potential referral partners as equally important to our long-term business. It can’t be about buying leads, calling for coffee appointments, visiting open houses, and then hoping for the phone to ring. It has to be about a diversified set of strategies to cover the entire field of opportunity generation and the creation of value to those we come in contact with.

The “Old School” philosophy that “People work with those they know, like, and trust” is alive and well in 2023. It was then, as it is now; it’s all about relationships!

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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.

https://www.imtcoaching.com/

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