The Motivation of the Situation!

Written by Posted On Monday, 27 November 2023 00:00

I hope everyone enjoyed their Thanksgiving. Today I wanted to share some thoughts about this time of year and how often overlooked the opportunities are for us in the mortgage and real estate arena. I like to call this window, Thanksgiving through the middle of December few weeks, the single most critical time block we have, because the opportunities are great, the competition is small, and there is a very real “Motivation of the situation!” Here are my reasons:

  1. 1. Focus! People believe there isn’t enough time to get things done this time of year and just choose to push it off until next year.
  2. 2. Ability! As the clock keeps ticking, lenders lose the ability or the willingness to do what they need to do to get a deal closed before the end of the year.
  3. 3. False beliefs! How often have you heard, “nobody wants to buy or sell during the holidays!”

The good news is, if you know these things, you can set the stage to close a few more deals THIS YEAR and start to build big momentum going into January! Remember, it’s hard to have a bad year when you have a great first quarter! Here are a few things to consider:

  1. 1. People looking to buy right now are serious about buying!
  2. 2. Those looking to sell are motivated to get the deal done NOW!
  3. 3. The competition is far less because of people distracted by other things and not focused on working!

Would you rather compete in January when everyone comes back and the competition is greater; or now when you hold a competitive advantage of ability to convert the opportunities at hand? The motivation of the situation is very real! What you choose to do about it is up to you!

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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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