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Posted On Friday, 06 November 2020 05:00 Written by
Posted On Thursday, 05 November 2020 05:00 Written by
Posted On Thursday, 05 November 2020 05:00 Written by


Cleve002Cleve Gaddis is a Master Coach, speaker, and trainer with Workman Success Systems who works with some of America's most-profitable teams. He specializes in helping family-owned brokerages and teams navigate the challenges unique to family businesses. Cleve hosts "Your Move Atlanta," a weekly radio show on 640 AM, a Fox News station on iHeartRadio.  He learned to sales the hard way, by selling vacuum cleaners door to door.  To have Cleve speak live to your company, team, or group, connect with him at This email address is being protected from spambots. You need JavaScript enabled to view it..

Posted On Thursday, 05 November 2020 05:00 Written by
Posted On Wednesday, 04 November 2020 05:00 Written by
Posted On Wednesday, 04 November 2020 05:00 Written by

How can you create amazing customer service in the middle of a global pandemic? NYT/WSJ Bestselling author, speaker and customer service & experience expert Shep Hyken shares 3 top ideas to help you throug this challenge crisis!

Posted On Wednesday, 04 November 2020 05:00 Written by
Posted On Tuesday, 03 November 2020 05:00 Written by
Posted On Tuesday, 03 November 2020 05:00 Written by
Posted On Tuesday, 03 November 2020 05:00 Written by

This is the last installment of this year’s business planning process. Looking back over these five posts in October and revisiting the Business Planning module on the IMT Coaching website should make it simple to create your plan, systems, and schedule to make it all happen.

The one special reminder of this year is to be sure you weigh out your numbers to match your business and your markets. Nationally speaking, purchase business is up more than 20% while refinances are up better than 80% over 2019. It’s important to look hard at your numbers AND your local market to see how that plays out. To be sure we are not likely to see a 1% drop in interest rates in 2021 that we saw in 2020. While I don’t see a dramatic rise in rates in the first part of 2021, I also don’t see rates rushing higher either. However, many of the refinances that were easy to identify and do, you are likely to have done, so that second wave of opportunity will likely be more work to identify. 

Now purchases are a different story. It seems to me that the activity in the purchase arena will be just as strong in 2021, and in some markets you might expect better numbers than you have seen this year. While the purchase business is likely to replace the refinance opportunities you may see dissipating, repeating the total volume in 2021 will likely decline for you if you don’t have a plan to capture and retain those key new referral partners we have talked about in past  blog posts.

So when you are weighing out your numbers; check the blend of your business and then see what those numbers look like if you grow purchases by 20% and see a decline of 40% to 50% in your refinances. If the new totals still work for your plan, you are fine; if not, you need to press into those new referral partners the balance of this year so you can gain the commitments you need to succeed! It’s very likely that you will find all the new referral partners you will need by pushing hard on the “Other Professionals” side of your triangle that will help you get what you need. 

As always, if you have any questions or comments you can visit the www.IMTcoaching.com website or email me at This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 02 November 2020 05:00 Written by
Posted On Monday, 02 November 2020 05:00 Written by
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Posted On Friday, 30 October 2020 05:00 Written by


SKi headshot 2Art “Ski” Swiatkowski is a speaker, author, consultant and coach, who has been studying and working in the areas of personal development, leadership and performance improvement for the past 40 years. Using as a foundation, the works of great minds like Wayne Dyer, Tony Robbins, Dr. Norman Vincent Peale, Stephen Covey and many others, he has developed a special approach to the many facets of business and personal life. This approach focuses on living consciously, plus the power of the human mind to initiate change and the ability to create an abundant life from that power.

His many years in management and corporate leadership provided him with a laboratory with which to test the practicality of various theories and trends in performance improvement and people development. He has trained thousands of people in the financial services industry and spoken at conferences across the country.

With an active background in sports, which included playing collegiate football, semi-professional football and men’s lacrosse, he leveraged these experiences to gain additional insights into our ability to develop physically, mentally, emotionally and spiritually in order to thrive in our competitive world.

A graduate of Drexel University, he lives in Bucks County, PA. Ski is married to Sharon (his wife of 45 years), a retired RN, turned handy-woman, who has done everything around their house except write this book. They’ve raised two wonderful children, Alexandra and Seth, and have gained a lovely daughter-in-law, Sonya. They all continue to inspire him.

 

jim new400Jim Donovan, a native New Yorker, has implemented the timeless principles in his books to first, turn his own life around, and then to devote his life to helping others do the same for more than 25 years. Jim practices these principles every day and is living proof that they work.

A bestselling author, whose books are published in 26 countries, and a motivational speaker, he has touched the lives of literally hundreds of thousands of people who desire a better life.

Crossing all ethnic, age, and gender barriers, his simple message has been embraced by teenagers and seniors alike. From business leaders to single parents, people throughout the world are improving the quality of their lives by following the simple techniques in his books and programs.

Jim’s seminars inspire audiences to take responsibility for their lives, provide them with transformational ideas and strategies for their success, and motivate them to take charge of their destiny and create the life they were born to live.

Visit Jim Donovan's website to sign up for your free gift and subscription to Jim’s Jems e-zine for personal and professional growth. Published since 1992, it is read by individuals and business people throughout the world.

Posted On Friday, 30 October 2020 05:00 Written by
Posted On Thursday, 29 October 2020 05:00 Written by


A bit about Michael: 

MichaelKrisaMichael Krisa - Vice President of YLE Consulting Group is a real estate broker and has been a practicing since 1989.

In that time he has won numerous awards for outstanding sales achievement and has managed a number of top producing offices.

Commonly known as "That Interview Guy", he is famous for getting up close and personal with the movers and shakers in the Real Estate Industry. His audio and video interviews let you go behind the scenes and learn from the greatest minds in the business.

In addition to his interviews with the leading names in real estate, Michael is also a consultant, coach, and VP of YLE Consulting Group

Posted On Thursday, 29 October 2020 05:00 Written by
Posted On Wednesday, 28 October 2020 05:00 Written by


Cassie Cherry Blossom Headshot2 e1557073268207

Cassandra Lennox is an Author, Freelance Creative Writer, and “Inspirationalist.” She’s become known as “Where Mother Goose meets Dr. Seuss” based on her imaginative rhyming style.

Whether through rhymes, quotes, stories, articles, posts, copywriting, speeches, videos, mastermind groups, or even some lyrics or comedy, she thrives on making people smile, evoking thought and emotion, and encouraging everyone to grasp their star.

She grew up a small-town girl with elaborate goals who believes that big dreams are well worth the chase. She is on a mission to inspire and help others get their thoughts and words out there to the world.

When Cassandra is not writing or working on the business side of life, you can find her surrounded by her 4 kiddos and husband, Joe. She loves dancing around the living room, playing outdoors and gardening, vacationing, taking part in personal growth endeavors, board games, making up new recipes in the kitchen, and finding unique ways to unleash her creativity.

 

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www.mamakangaroo.site
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Posted On Wednesday, 28 October 2020 05:00 Written by
Posted On Tuesday, 27 October 2020 05:00 Written by
Posted On Tuesday, 27 October 2020 05:00 Written by

The last installment of business planning includes some direction and a few observations. Each of us has to understand what it is we are trying to accomplish in our business as well as the path we take, the hours we invest, and the people we choose to surround ourselves with.

The choice is always as simple as proactive vs reactive; transactional vs relational. You get to make these choices and to try and live in the middle is doomed to failure. My favored choice is for my clients to live in the world of proactive-relational business because I feel it holds the most security and longevity. It’s not that you can’t make a living being a reactive transactionalist, but why would you? 

The choices as to what you would like to accomplish have to hold meaning for you personally, but also possess significant standards based on the quality and quantity of your time, as well as the client experience. Making sure your time is invested in the quality of the client experience is one of the best investments you can make. The results of making these investments must return to you a quality of life equal to or greater than those of other professionals. Mortgage originators can live on 3 or 5 transactions a month from an income basis; they just won’t survive on a professional basis.

Your business plan must pay attention to the tools available in our industry as well as following the acceptance of recent changes in behavior to social gathering, contact, and technology. There are still originators not using video. More than eight years ago I share this important tool and many have come to the front this year as if they “discovered” something. Video and social media are powerful tools, but just like email, if you use it wrong or too frequently, people tune you out!

The last part is to be sure you understand the math you are looking at. Yes, your business should be significantly better than planned for last year, but what do the numbers really show? What is your balance of business? If total applications are about 60/40 refinance to purchase nationally, what is your market and what is your balance? Of the portion that is purchase, does that meet up with the overall improvement in home sales in your area, and does that purchase number reflect enough purchase business to meet your targeted numbers when refinances start to slow down?

All of these questions are important to look at as part of your projections and targets for 2021. As we have seen this year, we can plan and the market may have other ideas! However, if we fail to plan, we have nothing to make adjustments off of and we are just floating adrift like a rudderless boat in the ocean!

The business planning webinar is next Tuesday October 27th at 1pm eastern time. As always, this webinar will be recorded and posted on the website shortly thereafter for you to use at any time or as frequently as you like.

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 26 October 2020 05:00 Written by
Posted On Monday, 26 October 2020 05:00 Written by
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Posted On Sunday, 25 October 2020 05:00 Written by
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