The Numbers Are What They Are!

Written by Posted On Monday, 18 December 2023 00:00

Numbers can be funny things to deal with, but regardless of what you think, you do need to pay attention to them as well as look into the logic they share. I bring this up in wake of those that are telling me that more and more of their real estate agents and coworkers are taking part time jobs because business has slowed down. While you can’t paint with a broad brush when talking about our industry because so much is hyper-local, we should just ask a few questions about some of the reasons behind these actions, and if the path taken makes any sense.

  • • How much is the total business off in your market, and is your loss of business proportional to that decline?

  • • Since we are largely a commission-based business, it is fair to say that while unit volumes may be down, transactional values are higher, so the loss isn’t as significant?

  • • What is the real value of taking a $15 - $20 an hour part time job when those hours could be used to generate higher value opportunities?

  • • With people leaving both mortgage and real estate, aren’t those that are remaining, there to do the business left behind? 

When the low hanging fruit is gone, it’s time to climb the tree! Those that won’t climb the tree will have to go hungry!

I have a team that was facing a really weak fourth quarter. Many had excuses as to why the business wasn’t flowing and pointed to all sorts of reasons as to why, but none of those reasons were that they weren’t doing more to resolve the issue. I challenged them to make more calls, to present new strategies, share potential opportunities, and force themselves to see the possibilities of what could be. In four short weeks of specific effort, what looked to be disaster of a December, will become the fifth best month of the year, more than tripling the projected close dollar volume of business, and setting up the first quarter of 2024!

Sometimes you must know the numbers and then do the hard work to make them work for you and your business! As always, questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view 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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