The Power of Questions

Organized| Effective Time Management| $UCCE$$ Programming

November 06, 2025•6 min read

Hey Mortgage Originators & Teams!

Are you satisfied with the results you're producing now?

Or do you want more?

What would make a BIG impact on your mortgage business/career if it was different right now?

Would it be more closed loans... more revenue/comp... a smoother process... an easier effort... more time off... more to give back to your loved ones and community... all of the above?

Quality of Questions = Quality of Life

If you want to improve anything -- $ale$, marketing, processing, recruiting, training, your personal life, anything -- ask better questions of yourself and others.

"Asking different questions about where you want to go and what you want to achieve and who you want to become allows you to be able to take that moment, so you start to move it completely off in the direction of where your life needs to be, rather than typically doing the same thing you've done before." Dr. Richard Bandler

Ask the questions that set you and your team towards the trajectory you need to be going.

Ask different questions because it takes you in a different direction and allows you to learn something new instead of running the same crappy thoughts in your mind again and again.
Solving problems is about asking the questions that have never been asked before.
Ask questions with fewer or different assumptions.
Challenge the assumption others have of this problem so they can see there's a new way to do this.

Better Questions Produce Better Results

If something goes wrong with a loan file, you could say to yourself, "What else could go wrong?" or "What's good about this?"

Guess which question produces better results?

It really is that simple.

Where FOCU$ Goes, Energy Flows

Questions control and redirect focus.

Greet someone with "What's good and new?" and you'll create a different energy in the other person (and you) compared to asking "How are you?"

When you're working on a project or task you're not crazy about, asking yourself "What do I like about this?" or "How could I get the results I'm after and have fun doing this?" creates a different energy in you -- stronger, more resourceful, good-feeling emotions -- compared to asking yourself "Why do I have to do this?" and feeling bad.

How Good Feeling Emotions
Affect Your Goals/Targets 🎯

In the first article in this series, I emphasized the importance of strong, good-feeling emotions behind your Goals/Targets 🎯 and actions.

This is why:

> The things a person says to him/herself or the pictures or movies a person makes, along with the soundtrack they play, inside their mind...

> Produces feelings in their body...

> That cause them to get up and take action...

> That produces the results he/she is known for.

It's the feelings/emotions that cause the actions that produce the result.

Want a different result than you're getting now? ...Want more?

Then change your feelings/emotions and you'll change the result!

How do you change your feelings/emotions?

Ask different questions.

Ask questions that cause you to feel good about your Goals/Targets 🎯

It's that simple!

The Secret To Creating Your Future

You and I and everyone else on this planet fit into one of these three groups:

GROUP A

People who look towards their future and imagine having some of the things they want (that they don't have now)... and feel good about it.

It's so real to them in their mind that it feels real in the moment.

They think about what they want and feel good because they believe they'll achieve it.

GROUP B

People who look towards their future and imagine having some of the things they want (that they don't have now)... and feel bad about it. Why?!

Because in their mind it doesn't feel real. It feels scary or intimidating, impossible or maybe disappointing or painful in some other way.

They think about what they want and feel bad because they don't believe they'll achieve it.

GROUP C

People who look towards their future and imagine receiving things they do not want... and, of course, they feel bad about it.

They think about what they don't want and feel bad because they worry it will come true.

This Is Why The Rich Get Richer & The Poor Get Poorer

Of course if things are going great now -- plenty of money and friendships, a rewarding career, a beautiful, healthy family -- it's easy to focus on all of the good things around you and imagine a blossoming, growing future and feel good.

But what if you're going through a personal tragedy or an intense period in your life related to your health, your loved ones, or something you've worked your whole life for and it's slipping through your fingers?

In those cases, it can be difficult at first to pull your focus away from these things and imagine a future that feels good -- but you must in order for your results to improve.

Remember, it's cause and effect. That means it works every time. Bad feelings cause diminished results. Good feelings cause improved results.

If you want to improve your results and quality of life, you have to look to your future and feel good now... no matter how "good" or "bad" it appears you have it now.

What To Do Next

"Whether you think you can or you can't, you're right." Henry Ford

The first step is to make a commitment to yourself to catch it when you feel bad about something you want or don't want.

Then, ask different questions to redirect your focus to improved, better feeling thoughts.

Do it immediately when you catch it because you'll want to kill the monster while it's a baby. Do NOT under any circumstances let bad feelings about your Goals/Targets 🎯 fester and grow!

Now you understand why the Power of Questions -- and good-feeling emotions such as confidence, determination, curiosity, compassion, and joy -- come before everything else and we can move on to our first step in our annual Goal/Target 🎯 setting process, the Year In Review.