So, what's the excuse now?

Written by Posted On Monday, 13 March 2023 00:00

First, let me say that I appreciate all the kind words and messages about the series we just completed on mentoring and the mentoring mindset. It’s always nice to put in the work and be rewarded with a great outcome; so I thank you all for your support!

Following that thought process, isn’t it interesting to see all the excuses as to why more houses aren’t selling or that we aren’t doing more loans? It really is something, here are some of my favorites:

  • Interest rates are too high and nobody can buy a house now! Well, average rates for 30-year fixed rate loans have averaged 8.76% since the 1970’s, plenty of homes were sold with rates much higher than they are now!
  • Inventory is low because people won’t sell and give up their 2.5% mortgage! Some may not, but 35% of all mortgages in place now are over 4%! Not to mention, a significant number of those low interest loans can be assumed, making them a greater asset!
  • Nobody is refinancing anymore! Not true! Refinancing still makes great sense to those who are weighted down by credit cards, car loans, or are scared of their rising HELOC payments. In fact, some people are better off selling a home, paying off their debt, buying a new home with a higher rate mortgage and lowering their total monthly payments without the penalty of a cash out rate!
  • The flip side is now we have borrowers who can get offers accepted, seller’s contributions, use VA/FHA/USDA/ and other programs that sellers wouldn’t look at just a year ago!
  • Don’t buy into the biggest excuse, “everyone is hurting!” Well, not everyone! I have clients that are going to have record breaking months in March and April! And, they are not just low level producers, they are people who have a plan and just keep working it!


You must have a plan that includes diversity of opportunity, as well as be committed to doing the work needed! If you need help with either, This email address is being protected from spambots. You need JavaScript enabled to view it. and let’s talk about it!

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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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