History Repeats!

Written by Posted On Monday, 03 June 2024 00:00
History Repeats! Image by freepik

So much of the mortgage industry is based upon simple rules like, it either works or it doesn’t, or you can either document it, or you can’t! We don’t make the rules, we just navigate each opportunity. The path to success is different, but always we strive for the same conclusion; a closed loan, satisfied referral partners, and clients that experienced an exceptional process. It doesn’t matter about the markets, the interest rates, or the type of loan programs that were involved, if you are aware of what the true mission is, history will repeat for you over and over and over again! Unfortunately, the same holds true when you don’t produce these outcomes and experiences, your poor results will also repeat! Those that don’t learn the lessons of history are condemned to endless failures, while those that do, will prosper knowing that it isn’t price that makes a career; it’s the PROCESS! Master your process and control your own success!

History also teaches us that our markets are framed by national rules, regulations, and pricing, but our individual environment shapes the when, where, and how business is transacted. Never is that more important than these 90 days from just before school closes, and a couple of weeks after school is back in session. That 90-day window can control as much as 70% of your annual production IF you have a plan and execute it well! The reason: those families trying to navigate selling, buying, and moving in a short window is about as stressful as it gets. If you can guide those families well, referrals, like history, will repeat!

Speaking of history, the bond market has been very unhappy the past couple of days and history tells us that it doesn’t take much to push it one way or the other. Especially given we have out regular initial jobless and continuing claims this morning, along with GDP numbers. Add in that tomorrow we have the PCE numbers, and we could easily see the good, the bad, and possibly the UGLY!

So please, be aware of the information and the impact on the markets both today and tomorrow. It may be completely benign, or we could easily see significant movement in one direction or the other. So be sure to check your resources for the information and be certain you are prepared for any outcome. It doesn’t hurt to be prepared for the worst, and then celebrate the best if that should be the case.

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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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