Your Quality of Life
Hey Mortgage Originators & Teams!
Let's say you're already closing $50,000 a month in gross revenue/comp and want to hit $75,000 or $100,000 every month...
...or you're crushing it but stuck at $350,000 a month and want to hit $500,000 or a million every month...
...or you're a solo or small team originator and want to scale to a full blown call center with 50 to 100 LOs or more...
How Will You Close The Gap
To Get From Where You Are Now
To Where You Want To Be?
Every year, around mid-October, you and I will begin a process for setting your Goals/Targets 🎯 for next year's Closed Loans, Loan Volume and Gross Revenue/Comp.
We'll also create a plan to accomplish next year's Goals/Targets 🎯 by turning each one into a separate project and applying project management.
The purpose of this article is to give you an overview of what we'll be doing together so you and your Team can get the most from this process, produce optimal results, and have your BIGGEST year ever!
Year In Review
The first step is a year-to-date assessment around mid-October 🎃
We'll take a look at your Goals/Targets 🎯 for this year and put them in one of 2 categories:
Goals/Targets 🎯 you accomplished
Goals/Targets 🎯 you have not accomplished
We'll examine why you hit the ones you did and why you didn't hit the others.
We'll find opportunities for improvement and come up with a Year End Pu$h / FOCU$ for the Team in order to close the year out as BIG as possible.
Your Dreams List
The second step is a bit of dreaming with no limits.
If you don't have a Dreams List for your mortgage business or career yet, you'll start one here.
Think of it as the script for a movie about your mortgage business/career. You can take the movie in any direction you choose, filling the script with as many positive experiences and happy clients as you can imagine or desire.
But instead of writing the story of how you've lived your mortgage career so far, write the story of how you'd like your mortgage business/career to be in the future.
Your Goals
The third step is to begin tossing around numbers and specific results you might want to set as Goals for next year. These aren't set in stone yet -- you're just giving some thought to what you might commit to accomplishing next year.
A Goal/Target 🎯 is a specific, measurable result that you commit to produce at a determined time in the future. Your Goals are the stepping stones towards the realization of your Dreams.
What excites you and your Team?
What would be a stretch in output for origination and production worth going for?
What have you been putting off that you're finally going to go for?
When you set a Goal/Target 🎯 you are committing yourself to doing Whatever It Takes (WEIT) -- legally and ethically, of course -- to make it happen. Do not take this lightly.
Consider possible Goals/Targets 🎯 for next year and jot them down. Discuss them with your mastermind group and inner circle. Trim your list down to the final cut no later than Thanksgiving weekend 🦃
Crosscheck
Have you ever wanted something, got it, and then wished you hadn't?
Well, that's what we'll be preventing here at step #4.
We'll run each Goal/Target 🎯 through 3 filters:
Your values
Well Formedness Conditions For Outcomes/Goals (a set of questions)
Keys To An Achievable Outcome (another set of questions)
After running your Goals/Targets 🎯 through the Crosscheck process, there may be ones you drop or modify. This is your final-final cut and generates your list of next year's Goals/Targets 🎯
Get this nailed down no later than Thanksgiving weekend 🦃
Turn Your Goals Into Projects & Apply Project Management
By Christmas 🎄 you'll need to have each of next year's Goals/Targets 🎯 turned into projects with milestones and sub-projects.
This is what gives you the plan to hit your BIG numbers.
Then, throughout the year, you'll apply simple project management methods to your projects to make them happen!!
Along the way, you'll be doing 2 key things:
You'll be tracking your most important sales, marketing, processing and closing numbers.
You'll inspect what you expect. You'll take a look and see if you're producing the results you expect and when you're not, you'll course-correct to get back on the right path.
And you'll have a structure for running your days (The Daily 6), your weeks ($unday Planning), and your quarters (Quarterly Compass) for PEAK PERFORMANCE.
Your Mind
Of course, we can't talk about going BIG and PEAK PERFORMANCE without talking about the power of your mind.
When an athlete goes into a slump on national TV game after game, it's not a physical disability or lack of skill that causing the slump. It's mindset. It's stinkin' thinkin'.
The same goes for when an athlete has an outstanding game or string of games -- they're in the zone mentally. Michael Jordan, Kobe Bryant, Tom Brady... the list goes on and on... all of the GOATs, the legends, are known for their mindset.
When people talk about "mindset", they're talking about:
> Things a person says to him/herself or the pictures or movies a person makes, along with the soundtrack they play, inside their mind
> that produce the feelings in their body
> that cause them to get up and take action
> to produce the results they're known for.
That's how it works. It's actually the only way humans operate.
Your Mind Remembers, Imagines & Thinks
If the voices, sounds, pictures, and movies you're generating in your mind are things you've seen, heard, or done before, you're remembering.
If you're generating things in your mind you've never seen, heard, or done before, you're imagining.
If you're generating things in your mind to look for the best possible solution to a problem, you're thinking.
What's Helpful & What's Not?
Sometimes what we remember and imagine give us the feelings we need to take action to produce a BIG day (and BIG days add up to a BIG life).
And sometimes what we remember and imagine weigh us down.
We also think about what what we want or don't want and make plans.
Sometimes our plans work out and sometimes they don't.
As you and I go through this process for setting next year's Goals/Targets 🎯 ... and as we start working towards their accomplishment...
...we'll be working on your mental game too by "modeling" the best of the best...
...people who have already blazed the path...
...and we'll "copy" their mental models, strategies, processes, and mindset.
This will cut your learning curve drastically and supercharge your $UCCE$$ in marketing, origination, production, client experience, recruiting, and training.
Tying It Together
That's it! Here's a visual of what we're doing:
You might be saying to yourself right now, "Brian, this seems like too much. This seems like overkill. Is all of this really necessary?"
It really depends on how BIG or small your Goal/Target 🎯 is.
BIG Goals
"Everything should be made as simple as possible, but not simpler." Albert Einstein
Whatever systems you assemble to accomplish your Goals and hit your Targets 🎯 -- whether it's the one I'm about to teach you, one you already use or assemble on your own, or something you model from someone else -- it needs to be made as simple as possible or else you won't stick with it or you'll never get started.
Either way, you lose because you wasted time and energy that produced little to no income.
Your grand plans, ideas, and good intentions produce zero without proper execution.
K.I.S.S.
That's why simple wins and complex kills.
Complexity is the enemy of execution so you'll want to keep your plans, systems, and procedures as simple as possible to get the maximum, optimal results from your efforts to improve your:
Marketing
Origination
Production
Client Experience
Recruiting
Training
Remember: K.I.S.S. Keep It Super Simple.
Build The BIGGEST Building
If you want to close 300 loans in a month and you've done it before, your plans for $UCCE$$ look different than if you've never closed more than 50 in a month.
Your plans are simpler because you've done it before and know the steps it likely takes to do it again.
But what if you've never done what you're about to go after and it's a BIG Goal/Target 🎯?
You're going to need something way more sophisticated than just a CRM, calendar, To Do list and latest AI gadget.
Building a BIG, magnificent, towering skyscraper requires a different level of planning, tools, details, and distinctions than assembling a shed from Home Depot that fits in the trunk of your car.
BIG Goals/Targets 🎯 demand a more sophisticated, strategic, intentional, well-thought approach.
What To Do Next
So that's what we'll be doing together between mid October 🎃 and Christmas🎄
We'll go step by step through my process in order to finish this year BIG and set up next year for $UCCE$$.
(This process also works great with the other areas of your life: investments, other income streams, relationships, spiritual goals, and your heath too.)
I sincerely expect that what I'm about to share with you will help you achieve your Goals, hit your Targets 🎯 and live your wildest dreams and before we get started with the Year In Review, let's first take a look at the power of questions and why they come before everything else.
Thanks for taking the time to read this article. You can access The Power of Questions here.
