Cleve 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
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…
Posted On Monday, 02 November 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…
Posted On Monday, 26 October 2020 05:00 Written by
October is always the month I work on business planning for the coming year. This year will be no different, and certainly just as important as any other year, maybe even more! Even with all the opportunities in the market to deal with both refinances and purchases, there is much to plan for in 2021. With everyone being stretched to beyond past limits, it isn’t easy to make time for these activities, but by doing this little by little, we can put together a plan that will help guide our way in the coming year!  First thing we need to do is look at our business this year and get honest about the numbers.  • How many units?• Dollar amount in total and by transaction.• Balance of business purchase/refinance• Who were the referral partners?• Use the Referral Triangle® to show the areas of actual business. Once you get that done…
Posted On Monday, 12 October 2020 05:00 Written by
Here we are in October and as always, we must take some time and make our final coarse corrections to navigate the end of the year. The things we must be fully aware of are: • When is the last day I can accept a new loan application that will close in 2020?• Refinances are also dealing with the likely fifty basis point hit to agency loans on December 1st if nothing changes.• Who are the referral partners that are meeting or falling below expectations?• What are my personal projections for the remainder of the year?• Are there any targets in units, dollar volume, or activity that we can make a stretch for?• Holiday Calendar• Who are the five new referral partners I want to add to my network as part of the 2021 referral group?• Where am I on the 20 extra refinances?• Get your CE done NOW if you…
Posted On Monday, 05 October 2020 05:00 Written by
A few conversations this week brings today’s post. In a few completely different conversations with originators from different parts of the country, a parallel appeared and it was important enough for me to share. In two of these conversations, prospective new applicants came to the table with “Pre-approvals” from lenders they had talked with. They were asked questions and quickly given letters. In both cases the agent they were working with didn’t trust the letters and asked them to speak to my clients. In both cases, these people were not qualified for anywhere near the loan size they were “approved” for, and one of those didn’t meet the program guidelines for the program at all.  In a different case than above, a new client came into the process of being pre-approved thinking her good credit automatically qualified her for any size mortgage she wanted. While it was true that both…
Posted On Monday, 28 September 2020 05:00 Written by
In less than a week since last week’s blog post, Karl Weiss in Arizona has put together 8 refinances, 1 purchase loan, two listing appointment referrals for his realtor referral partners, one of those appointments turned into a listing that is now under contract in less than three days, and a purchase loan application as soon as the sellers find their “Forever Home!” I asked you to spend just a few hours a week working the “Forever Home Strategy®” to secure 20 refinances, a few listing appointments for your realtor referral partners, and a couple of purchase deals. Karl took up the challenge and is well on his way to smashing all expectations! Great Job Karl! The commitment to following the plan and providing the best possible client information and experience, while becoming a trusted professional in your market is a special one, and one that absolutely is worth the…
Posted On Monday, 21 September 2020 05:00 Written by
September is here and so begins the countdown to 2021. Many people will be happy to see 2020 go, but for most of us in the mortgage business, 2020 has been rewarding and in many cases, EPIC! While having one of my coaching calls, I was speaking with a client about looking at the possible year end numbers and trying to set targets for the next 90 days, and one of the things he could agree too was committing a couple of hours in the middle of the week to connect with his database using the “Forever Home Strategy®” to generate an additional 20 “extra” refinance opportunities and within that effort, locate a minimum of three new listing & sale opportunities for his realtor referral partners. Given his market and commission structure, the net income for these twenty transactions would generate an additional $50K in income that he was going to use for a…
Posted On Monday, 14 September 2020 05:00 Written by
A bit about Summer:  Summer Goralik is a Real Estate Compliance Consultant and licensed California Real Estate Broker (#02022805). Summer offers real estate brokers a variety of consulting services including assistance with California Department of Real Estate (DRE) audit preparation, mock audits, advertising review, and training. She helps licensees evaluate their regulatory compliance and correct any non-compliant activities. Summer has an extensive background in real estate which includes private sector, regulatory and law enforcement experience. Most recently, she worked for the Orange County District Attorney's Office as a Civilian Economic Crimes Investigator in their Real Estate Fraud Unit. Prior to that, Summer worked for the DRE for six years as an Investigator. Among many achievements, she wrote several articles for DRE, four of which were co-authored with former Commissioner Wayne Bell. Before she embarked on her career in government and law enforcement, Summer also worked in the escrow industry for nearly…
Posted On Thursday, 10 September 2020 05:00 Written by
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