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Art McNally, a longtime National Football League official, has been nominated for induction into the Pro Football Hall of Fame’s Class of 2022. This is the first time an NFL official’s nomination has been moved forward for final consideration — save for Shorty Ray, the NFL supervisor who was inducted in 1966 but was never an on-field NFL official. Ray helped organize NFL rules in the 1950s era. The Pro Football Hall of Fame has welcomed NFL players, coaches, and contributors for induction.

McNally has been a friend for 61 years. He was selected as an NFL official in 1959 and I was fortunate to follow in 1960. McNally was first assigned to be a field judge (now called back judge) and then promoted to the position of Referee — a position he held for eight years. Following that he was selected to be the supervisor of NFL officials (now called senior vice-president of officiating). In that role, he was my boss for 23 years from 1968 to 1990 — the year we both retired from the NFL.

McNally was an outstanding supervisor. His integrity and work ethic were second-to-none. Every official trusted his knowledge and interpretation of the rules. He led the Competition Committee, the body that creates rule changes, throughout more than two decades as the NFL game changed in the 1970s and 1980s. McNally instituted the NFL’s replay system. The NFL recognized his leadership in that role by establishing the Art McNally Command Center, which oversees the video replay of all NFL games. He recruited top-notch officials, many for the referee position, and led them in enforcing rule changes.

“I would play poker over the phone with Art McNally,” I have often said. He and I may have disagreed on a rule change a time or two, but I knew he was honest. He was a taskmaster when he needed to be and an understanding boss when necessary. He was there for all officials when needed. His leadership was important as the rules and mechanics (positioning on the field) adjusted to the changes in the game. He created professionalism among officials and helped owners, coaches and fans appreciate their role.

McNally created a solid reputation with the NCAA. In the early 1960s, the NCAA felt that the NFL was taking all their best officials. McNally broke that barrier by meeting with their officials and supervisors explaining NFL rules and interpretations thereby creating a partnership for consistency.

I was so pleased when CEO David Baker and the Pro Football Hall of Fame selected my friend Art McNally as a finalist for induction into the 2022 Class of the Pro Football Hall of Fame. He will represent them well.

Will you log in your opinion about game officials being inducted into sports halls of fame?

Posted On Friday, 24 September 2021 00:00 Written by
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Posted On Wednesday, 22 September 2021 11:23 Written by
Posted On Wednesday, 22 September 2021 00:00 Written by

For many consumers, the concept of “customer service” is frustrating to the point of humor.

Even with the many advancements in digital technology today, consumers still experience lackluster resolution to often simple problems. They find themselves upset because whenever they have an issue, the in-person employee doesn’t know how to help them or they “never get to talk to a real person” when automated responses do not answer their question.

Customer service shouldn’t be this way! The solution is an Anticipatory mindset that starts with a foundational understanding that exponential digital change will only increase, and consumers’ wants and needs will transform as well. This mindset shift will greatly improve your customer service practices and your online customer service functionality, and it will result in greater customer satisfaction, trust, and loyalty.

Identify the Real Problem First       

When faced with an obstacle of any kind, most individuals will find themselves hung up on the wrong problem. A core competency in my Anticipatory Organization Model is what I call the Skip It Principle, where an Anticipatory Leader uncovers what the “real” problem is, allowing said individual to simply skip over other issues they originally thought insurmountable.

Now, you may think that in this case, the Skip It Principle somehow directly applies to a company quickly assuming their product is faulty because the customer says so. However, more often than not, what a customer thinks is the issue with a product or service may be something completely different.

For example, consider a customer who is shopping for a new pack of socks, claiming that every time they purchase socks from your company, the socks get holes quickly and need to be thrown away. Using the Skip It Principle to identify the real problem, the service representative asks the individual where the socks are worn. The representative comes to find that the customer not only has an abrasive tile floor throughout their house, they also go outside without shoes on to check the mail, revealing the actual problem.

The representative then offers an additional product, such as slippers that can be worn inside and outside the home, to help increase the longevity of the customer’s purchase. In the end, it solves a problem that the customer initially was unaware of—that they might be putting their socks through stress that they are known not to handle.

Interactive Customer Service Training

The previous example underscores the benefit of not necessarily assuming that the “real” customer issue is the one you see in front of you. By preparing to ask customers questions, a customer service representative will uncover the customer’s genuine need—and solve the “real” problem that wasn’t evident from the start.

In order to implement my Skip It Principle, preparation is necessary. This skill can be mastered through interactive exercises found in my Anticipatory Leader System, and as a leader, you can gamify those training exercises to make the competency in pre-solving problems customers are unaware of more impactful.

The Skip It Principle is even more applicable for in-person customer service representatives at stores. With today’s speed at which a person can have a question answered by Siri or Google, knowing how to pre-solve a problem an in-person customer has with a product or service builds a level of loyalty to your brick-and-mortar location. A customer with a request or an issue who has their needs met while in-person is sure to return as they now trust your team and organization.

A User-Friendly User Experience

When you have an online presence, it is more vital than most realize to ensure that your website, app, or other virtual system is user friendly and mindful of the user experience. I hear too often that customer complaints are largely tied to a customer’s difficulty in finding how to contact a help line and then being met with a lackluster chatbot.

Make sure a new customer can easily locate how to contact you, no matter how big your customer base is. Much like building trust in-person, ensuring every single customer can easily access help will keep them as your customer. But remember, that’s only the start; what happens once they interact with your help system is where it counts.

With a plethora of chatbots and other Artificial Intelligence technology designed to handle customer questions and issues, here is another Anticipatory principle opportunity: the Both/And Principle. In this, I remind everyone that “out with the old, in with the new” is not always the only option; there is a lot to be gained from using both legacy systems and new technology together.

If you have a wide customer base and cannot possibly have thousands of customer service representatives answering calls around the clock, always have some on hand to jump in and help a customer who prefers to talk to a person. You would be surprised just how many prefer that personal touch in a world largely dominated by chatbots and Artificial Intelligence!

Take Customer Feedback and Improve

It is noteworthy that while the Skip It Principle and Both/And Principle are powerful tools to have in your customer service toolbox, there are always going to be instances where the customer is right and your product or service needs improvement. This is where the human side to disruptive digital technology is important.

I’ve written extensively about soft skills that humans excel at over computers, which include creative critical thinking. This is where those come into play. An Anticipatory mindset trains you to pre-solve problems and also utilize new technology exponentially, such as leveraging a chatbot that takes tally of specific customer issues. From that data, you can think of ways to solve problems with those products that customers don’t realize they have yet!

Your customers are your lifeblood, so be sure to refine their experience with your team by signing up today for my Anticipatory Leader System. This will surely help your organization develop an Anticipatory mindset and turn disruption and change into opportunity and advantage.

Posted On Tuesday, 21 September 2021 00:00 Written by

With about ten weeks to go in the “Production Year”, (loans that will close and pay you before 2022 arrives), I like to throw out a challenge. What can we do, just one simple thing we aren’t doing now, that will generate an extra $25,000 in commissions we can donate to local charities or to families in need in your area? 

We have had solid, if not record-breaking years the past few years, and we should give back, if for nothing more than the fact that you can. At least everyone that makes a commitment to do it can! So here is the challenge. Send me an email, This email address is being protected from spambots. You need JavaScript enabled to view it. and let me know “Challenge Accepted” and what you are going to do, and where you want to target your donation. If you commit to doing the work, I will commit to helping you succeed! I will provide you with an initial coaching call to discuss your plan, provide you Access to my website, and give you email support to work through issues that may come up along the way!

The time to improve ourselves by helping others has come. The money you generate isn’t all that hard to do and won’t change your life all that much; but it will really help those who could really use the help. Besides, if entering this challenge helps you commit to doing something you know you should be doing in the first place, then why not do it now?

So, are you ready to accept the challenge? How many of you out there could we get to accept the challenge, and how much money could we give back to our local communities? Who are the managers and owners willing to accept the challenge? If you have a group of ten or more, you might win a site visit/training and I will come to your office and do a free training for your team to help move the entire group to action!

Posted On Monday, 20 September 2021 00:00 Written by

One of the great self-help authors, Napoleon Hill, wrote the book Think and Grow Rich in which he offered a scenario where the Chicago Tribune published an editorial calling Henry Ford "an ignorant pacifist.” Mr. Ford subsequently sued the paper for libeling him, and when the suit was tried in the Courts, the attorneys for the paper placed Ford on the witness stand, to show his ignorance. After the drudgery of long, detailed questioning Hill says this…

“Finally, Mr. Ford became tired of this line of questioning, and in reply to a particularly offensive question, he leaned over, pointed his finger at the lawyer who had asked the question, and said, ‘If I should really WANT to answer the foolish question you have just asked, or any of the other questions you have been asking me, let me remind you that I have a row of electric pushbuttons on my desk, and by pushing the right button, can summon to my aid men who cananswer ANY question I desire to ask concerning the business to which I am devoting most of my efforts. Now, will you kindly tell me, WHY I should clutter up my mind with general knowledge, for the purpose of being able to answer questions, when I have men around me who can supply any knowledge I require?’

“There certainly was good logic to that reply. That answer floored the lawyer. Every person in the courtroom realized it was the answer, not of an ignorant man, but of a man of EDUCATION. Any man is educated who knows where to get knowledge when he needs it, and how to organize that knowledge into definite plans of action. Through the assistance of his "Master Mind" group of executives in his company, Henry Ford had at his command all the specialized knowledge he needed to enable him to become one of the wealthiest men in America. It was not essential that he have this knowledge in his own mind. Surely no person who has sufficient inclination and intelligence to read a book of this nature can possibly miss the significance of this illustration. 

"Mr. Ford mastered his handicaps, built on his strengths, and within twenty-five years he made himself a man of absolute affluence. Connect with this fact the additional knowledge that Mr. Ford's most rapid strides became noticeable, from the time he became a personal friend of Thomas A. Edison, and you will begin to understand what the influence of one mind upon another can accomplish.”

This story is as insightful as it is entertaining. In a later book, Hill’s Golden Rules, compiled posthumously from Hill’s private notes, tells of a similar scenario with a much different ending. Notice the stark contrast in his account of James A Farrell, President of the United States Steel Corporation from 1911-1932.

"America has a man with a wonderful memory, developed by close observation, lively imagination, and indomitable industry and perseverance.

"The geography of every country is lined in his mind as cleanly as the streets of his native town in Connecticut. He carries in his mind a moving picture of the whole earth.

"He is neither a shipowner nor a captain, yet he has practical knowledge of a shipping business comparable with that of any living ship owner or skipper.

"He is neither a customs official nor a professional tariff expert, yet he carries in his head information in great detail on national and international tariffs and customs duties.

"He is familiar with every minute phase of his concern's manufacturing and selling business, a business that is running at a rate of three million dollars a day, or not very far from a billion dollars a year.

"Questioned once on the witness stand as to what ingredients enter into wine products, he replied, 'Between two and three hundred. Shall name them?' Again asked, 'How many competitors has the American Bridge Company, one of your subsidiaries?' he replied, 'Three hundred and sixty-eight,' and occupied one morning giving their locations, capacities, and character of work produced by them. 

"Asked, among hundreds of other questions, whether the shipping facilities to certain parts of South America were good or bad, he immediately replied, 'One hundred and fifty-eight vessels left here for the River Plate last year, sufficient for the volume of tonnage offered.'

"This living gazetteer of the world, this walking atlas, this international encyclopedia, this commercial wizard, this industrial phenomenon, is James A. Farrell, ex-laborer, now president of the United States Steel Corporation."

It should be noted that both Farrell and Ford made a mark on history. After the writing of this text, Farrell managed to lead U.S. Steel to become the world's first billion-dollar business. Special thanks to the late Napoleon Hill who illustrated for us the simple yet profound principle that there is more than one right way to achieve a goal!

Posted On Friday, 17 September 2021 00:00 Written by

For several weeks now our local newspapers have run an ad “Officials Needed!” What they are asking for is able-bodied men and women to sign-up to officiate high school sports. There just aren’t enough to cover all the games to be played.

With schools starting it brings about “Friday Night Lights” with the kids excited to be in the stadiums to watch their favorite team. However, most states are having to move their usual Friday games to Thursdays and some to Saturdays. It’s been the plan that colleges would allow Fridays to high schools and schedule theirs on Saturdays. That’s being invaded.

All states are now reporting this dilemma. The state of Wisconsin, which is typical of many states, is reporting a 39% drop in the number of officials in the last two years. This is a far cry when I began officiating, of course, that was many years ago. Those days might have been the best of times for me. After finishing my daily teaching/coaching duties, I would head off to a Thursday night high school football game, then repeat that on Friday and Saturday earning $12.50 per game — a $37.50 weekend!

Today’s game fees are much higher, and officials can earn a great deal more (game fees vary in states so I will avoid citing). Many are saying they can find other extra work for far more than officiating pays. However, the number one reason we hear most often is the abuse that officials are subject to in our society today. Did I have to endure fan abuse in those earlier days? Of course! But for me, it was not only the love of the game but a service to young players for their activity. Further, it was needed.

However, I’m sure you recognize how badly our society has broken down due to a lack of respect. The National Association of Sports Officials reports that more than two dozen states have enacted criminal justice laws to arrest and punish assaults on game officials. Today’s officials are reporting an increase in physical attacks — mostly from fans, although there are numerous reports that attacks do come from coaches and even a few from players.

You have seen on television the physical confrontations that police officers face and further observed the lack of respect of authority in general. On that topic, cities are reporting the shortages of candidates for police officers as well.  While some tend to support “defunding the police”, I strongly disagree. Question: if an attack happens, who do I call when an emergency arises in my neighborhood? Do I really want to hear “Sorry, but we don’t have anyone to help you!” That’s what is happening in sports!

Will you log-in on how we can solve the problem of the shortage of game officials?

Posted On Friday, 17 September 2021 00:00 Written by

I want to introduce you to Kate. Kate was just about the sweetest person you could meet. Hard working sales agent, often working long hours and barely making ends meet. 

There were serious reasons for her lack of profitability… 

First there were the personal issues:  Kate was nice, so nice, she let everyone take advantage of her. Her sister-in-law lived in the basement of the home she shared with her husband. He worked, but hours completely opposite of hers. They rarely connected. 

Her small house was also home for her son, his girlfriend, his dog and soon-to-be-born baby. Her son didn’t have a job at the time we worked together, and neither did his girlfriend. They spent their days enjoying video games and watching television while Kate was out making sales. 

Kate often missed dinner due to working long hours. I know this because when we would be in our online session she’d be scraping cold leftovers from the dinner she had made for the family earlier because, as usual, she got home too late to enjoy time relaxing from a full day and enjoying a hot meal. 

I became concerned when she was conducting our zoom sessions in her parked car, even in winter. I asked why and that’s when the flags started shooting up. “I have to be out here because my sister-in-law is on the internet and there is not enough bandwidth for me to handle this call with you.”  Did I mention this family member paid no rent to contribute to the household, and neither did the son, his girlfriend, and their dog? 

I saw a serious problem. 

Kate might as well have had the word “MAT” stamped across her forehead. She just could not stop pleasing everyone else, no matter what the cost to her: her health, cash flow, time, energy, and quality of life.   

Unfortunately, what’s true at home is also true at work. Her staff underperformed but still got paid. She fed leads to others, but never kept track of the status of the leads and their conversions. She had zero operational systems to help track, support, monitor or measure her business. Hundreds of dollars were going out the window for lead generation systems of which she never followed up. She was on full alert for reaction to the latest hiccup with no team or process in place. These “emergencies” took her off dollar productive activities and constantly put her in a high stress, fast reactive mode. 

Her life was a series of putting out fires, grasping for any sales and literally hemorrhaging all the critical resources:  money, time, energy, relationships and joy.  

The clincher was when she told me that her family was planning a short vacation at a beach condominium she owned. Her son and his girlfriend had secretly planned to announce they were getting married, so they took it upon themselves to invite the girlfriend’s parents to join them without asking Kate if that would be okay.  She, of course, had to fund the event, including meals and entertainment, for the entire “vacation.”   

The son’s plan was to announce this upcoming wedding event at this “family reunion,” which would have been a good thing, however,  the couple told her they planned to get married at her house (she would be paying for the wedding, as they had no money, thus why they were living with her).  She soon learned that the fiancé’s parents, the soon to be in-laws, weren’t going to help in any way, but did not hesitate to order lavish catering, flowers and more for the upcoming event. 

Can you spell burnout? 

Burn out was inevitable, both physically and mentally, and clearly financially. 

Now, as a master coach, I know that her mindset was to tough it out, hope it would get better, and hope her family would someday value her love for them, but between you and I, that was never going to happen. 

She had taught them how to treat her. 

She had resigned herself to carrying the entire load herself, bearing the full responsibility for the living of her family, his girlfriend, now a new family- where was this going to end? 

I knew from experience that it would not end well. 

Her pedal to the metal pace was not sustainable long term. At some point she’d either burn out in her business or burn out her body, but either way, burnout was going to happen. 

I also understand her loyalty to her son, but for how long was she going to enable him?

So, help me with this: 

Why is it that women will tough it out and suffer every step of the way instead of taking control of their lives and business? 

• Maybe they avoid confrontation 

• Perhaps they don’t want to release the “disease to please” or risk not being “liked’” 

• They won’t stop long enough to make the changes, fix the issues, create the systems that can correct the course to be in charge instead of out of control. 

Little do they know that the freebie people disappear when the beer is gone. Without loyalty and boundaries and KPI’s, they will stick around ‘til the party's over. 

It’s not about doing for others, it is about building a business to fund your LIFE!

No matter what your business: 

• Systems are the only way to operational excellence 

• Accountability is key to measure and monitor outcomes 

• Strategic plans set the course 

  • Breaking it down to the minutes in a  day can take you to the profit zone. 

Here’s what you can learn from this very true and real situation: 

• You can outwork your tail off and not make the money you want 

• You need systems to keep all the pillars profitable 

• You must hire the right people with the right core values to make the team productive and profitable 

And it all starts with a strategic plan that coordinates with action plans that get plugged into every day, so we are here to share! For your complimentary copy of a Daily Success Plan, email This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Wednesday, 15 September 2021 00:00 Written by
Posted On Monday, 13 September 2021 00:00 Written by

I challenge you to read this paragraph and then close your eyes and focus. Think about the future. What does it look like to you? How do you think humankind operates 20, 30, or 40 years from now? Are we even more digitally connected than we already are? What behaviors or actions are commonplace now that might be nonexistent then?

Now, open your eyes. Guess what? You’re in the future now; it’s what we all spend the rest of our lives in. That moment prior to you reading the previous paragraph has passed, and we are all one step closer to those potential visuals you painted in your mind. Time passing is a Hard Trend, or future certainty that is constantly occurringand no matter how you savor the present, you know that in some way you always plan for what comes next.

So then professionally, to those who try to protect and defend the status quo of their career, business, or industry as a whole, I want to know: Why? If time passes and the physical world evolves, isn’t it unrealistic to think that your career, business, or industry won’t?

What Does ‘Security’ Mean?

When you think about the future of the industry you work in or own a business in, what makes you feel secure? Is it your position title, your abilities, or a specific product or service that the company performs or creates?

Truth be told, most still have a mindset where the professional skills they learned when first entering the workforce will stand the test of time until retirement, especially younger individuals. However, finding security in this mindset is dangerous, as that era has long passed and we are now in a time more transformative than ever before.

Disruptive digital technology is also a Hard Trend future certainty that has long been streamlining tasks in every industry, taking the place of many humans in different professional roles. This disruptive wave is in no way slowing down, especially following the coronavirus pandemic of 2020 where many of those disruptive digital advancements accelerated by as much as five years in just four months!

But there is good news; humans can be anticipatory and find a way to take new positions alongside disruptive digital technology! Not only are new positions emerging in the tech sector, traditional jobs that have gotten tech-related overhauls desperately need human soft skills to function. With these new roles comes the need for new education, and merely learning one skill set at a college or tech school is no longer sufficient.

Education Must Evolve with Technology

We all strive to be professionally indispensable to an industry or company, but developing the skill you’re passionate about is no longer as simple as dedication to the same organization for 50-plus years.

As an employee, the future of your career no longer depends on simple loyalty to a company; it depends on how employable you are. As you can imagine, this requires an individual to be constantly learning and implementing their own Anticipatory mindset, paying attention to Hard Trends that are shaping the industry they work in and finding ways to be the disruptor rather than the disrupted. 

I have written several articles about disruptive technology such as artificial intelligence (AI), machine learning (ML), and other autonomous software that handles the hard skills more every day, such as calculations and programming. Training a person on how to program, or solely stressing the importance of math and science is, in many ways, inadequately preparing them for the future we already find ourselves in.

The skills that will keep a human being employable beside their artificially intelligent counterparts are the soft skills: creativity, critical thinking, and other cognitive computing that a machine cannot do. These soft skills are vital, and presently, even some of the most traditional career paths are starved for skilled workers, such as the trades, sales representatives, technicians, drivers, and more.

These career fields have largely transformed, and it’s starting to look like many professionals haven’t kept up with the evolving skill demands of these industries. But what might be the solution to this?

How Do We Stay Employable?

Redefining qualifying criteria and implementing marketing materials that boast a culture of learning at a company is a static activity; companies must consider themselves a “college” in and of themselves and actually implement interactive learning experiences.

Going back to the topic of security, if you are a business leader, you want your employees to feel secure! And that security comes from feeling educated and prepared for anything, as they too know that times change and processes evolve. I have spoken to employees at some of the largest corporations in the world, and more often than not I come across ones who worry they are wasting their working career because of skill set stagnation. This leaves them to wonder if perhaps they will be unemployable should they choose to move on.

If a company takes real steps toward helping them grow, they are sure to feel less like they have no security! And it all starts with aligning the Futureview® at your organization by way of having an Anticipatory mindset. Using my Anticipatory Leader System, you can learn how to leverage digital disruption to your and your organization’s advantage and then use your understanding of Hard Trends that are shaping the future to educate employees on how their careers may change. 

Innovative products and services that drive your business don’t just appear out of nowhere; they come from a strong, skilled, and imaginative team of human beings, which, as a business leader, you have! Don’t let them down!

Posted On Tuesday, 14 September 2021 00:00 Written by
Posted On Tuesday, 14 September 2021 00:00 Written by

“The first step in getting what you want from life is deciding what you want.” Ben Stein 

Your mortgage is usually the biggest debt you have. It is usually the one debt you keep the longest too.   Getting the right terms on your mortgage will impact your financial struggles and successes through life.  


Describe what you want in your home.  What are the amenities in the house that are a necessity? Describe the surrounding area where you want to live. Do you want to be in the city, the suburbs, or out in the country?   

How long do you plan to keep the home and the mortgage? What other activities will be a part of your lifestyle?  Will your home be located near those events and activities? What other financial events do you expect over the next five years?


How much can you comfortably afford to pay each month on your house payment? The usual advice you can find on financial posts and podcasts suggests keeping your total house payment under 33% of your gross income.  The total house payment includes taxes and insurance, mortgage insurance, and association fees.  These same financial gurus suggest keeping total debt under 43% of your gross income, including the new house payment.  Think about other activities where you spend money.  Your comfort level may be different than the standard recommendations. 

How much can you comfortably pay down to buy that house that is calling your name?   Remember to keep a healthy amount of emergency funds ready in the bank.  If you are short on funds to close, check out for down payment assistance programs in your area.  If you have a house to sell and will have a windfall profit coming to you within a few weeks of buying the new home, you may want to look at a temporary bridge loan to help until you sell the other house and pay off the bridge funding. 

Consult with a trusted financial advisor.   Other great resources to help you gather the information you need are reputable realtors, a knowledgeable and trustworthy lender, home inspector, real estate attorney and insurance professional. 


If you need down payment assistance, the geographic location of your home will be key on which programs are available. If you plan to keep this home longer than five years, a general rule of thumb is to stay with a stable, fixed-rate mortgage program.  The lower the interest on this loan, the better. If you are paying extra money to buy down the mortgage rate, make sure the difference you are enjoying in the lower payment will more than pay you back for the extra buy-down funds you paid for the lower rate. 

If you are not planning to keep the home for more than five years, the general rule of thumb is to minimize your costs to buy the house. The down payment you can get back if values continue to rise over time, but the closing costs to third parties is a cost to do the transaction and eats into your profit when you sell shortly down the road. 

Compare mortgage terms with other lenders.  If you are shopping mortgage terms with different mortgage lenders over a two-week period, you can risk getting a few credit pulls from mortgage companies. Those mortgage inquiries score as one inquiry to give you a chance to shop for the best terms without being penalized on your credit score.  

Remember, the lowest rate is rarely ever the best deal.   Look at the details on the estimate of closing costs. Some lenders quote an extremely low rate but have higher fees than a different lender quoting a little higher rate.  

Get your copy of Jo Garner’s new book “Choosing the Best Mortgage-The Quickest Way to the Life You Want.”  An essential mortgage guide with stories of people finding the right loan and overcoming common barriers.  

Buy on Amazon and Barnes and Noble or 

Posted On Monday, 13 September 2021 00:00 Written by

I often get asked, “How long does it take to be successful in this business?” The next most common question is “How many hours do I have to work to be successful?” Both questions are the opening to a discussion that is different for almost everyone who asks it. The first question leads to my return question, “How do you define success?” Success is different for everyone. It means different things to different people. To me, you must have a target to aim for and measure against. While time frame is important, does it really matter how long it takes as long as you get there? It also matters that once you reach what you consider to be successful, that you can stay there! Longevity matters! But to be specific, I have always maintained that a successful originator be able to average 8 to 10 units per month consistently year in and year out by themselves. Other than that, you decide. How long should it take to get there? Those that commit to the process and do the work can generally make that happen in the first 6 to 12 months in the business.

As far as the number of hours required to be successful. That becomes more of a challenge because there are significant differences in markets, types of loans, clients, availability of loan products, and how you choose to work your business. Clearly it takes a significant investment of time and energy to get started. You have much to learn, many things to master, and schedules that will constantly be refined. However, once you have become established and mastered the skills and schedules surrounding your business, you should find it easy to work a 50-hour week, taking one long vacation (two weeks) and three short vacations, one week, and a series of long weekends (three or four days) a year.

There will be times when you will work longer hours based on seasonal or situational opportunities, but you will see how your market tends to flow quickly and go from there. But again, how you work your business and with whom you work with has a lot to do with the time you commit. Some people work longer hours because they want to. Some choose to hire assistants to take some of the work off their plates and work less. It’s a choice you make for yourself. But yes, you can also work 80 hours a week and close 3 loans a month or work 35 hours a week and close 15 loans a month. It is YOUR choice!

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

Posted On Monday, 13 September 2021 00:00 Written by
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