As someone who’s been in the business for over 2 decades now…
I’ve seen a lot, experienced a lot, failed a lot, and won a lot.
And today, I’m gonna share with you the 3 main lessons I’ve learned that’s helped me become top 1% of our industry.
1. B.O.B.A.
Be Obsessed or Be Average.
I recently met LaShawn Merritt, a former 3 time Olympic gold medalist in the Men’s 400M race.
He described how on race days he would arrive early and walk the track and mind mapping every step he would experience.
From there, he would go into his hotel run with a stop watch, sit down, close his eyes and run the entire race in his mind and stop the watch as soon as he crossed the finish line.
He would go into the race already envisioning the process and outcome in the needed time to win.
Crazy.
We are all sales athletes.
Some of us think we’re still in great sales shape, but we are really not.
It’s the obsession to think through how we want every perfect initial loan consultation to go before it even happens..
…to map it out on a document (standard operating procedure).
I’m talking down to the nuance of what you say the first 5 minutes (rapport, triangle of trust, agenda, impact statement, etc.) all the way through how you end the meeting.
Most never do that.
And if they have, it’s old and hasn’t evolved.
Just not obsessed enough.
Map out how you envision every major point-of-sale should go to create a “wow” experience and iterate it as you go.
2. Stop assuming you have nothing left to learn.
Look, life at its core is paradoxical.
“The coach will appear, when the student is ready…”
“The more you learn, the less you realize you know…”
Well, I have one that is a bedrock to my approach daily:
Is > Was
Nobody cares how much money you made in 2021.
Nobody cares how things used to be.
The only constant to change is change itself and boy oh boy are things changing fast in our industry.
So be in constant pursuit of learning:
I learn something from my coaching community everyday, it’s honestly incredible what you can learn if you just stop talking and observing.
3. Work ON the Business
Working in the business pay the bills, but working ON the business gets you rich.
Every single morning, I have two hours or “deep work” starting at 5:30am.
I use this time to fill my mind with business books, industry content, sales courses, etc.
From there, I start to synthesize what I’ve learned and observe areas in my business where I can implement what I’ve learned.
Always remember that success loves efficiency and effectiveness.
The more you can dial in every part of your business from marketing, sales, operations and finance, the faster you’ll go.
Go slow to go fast!
And as for your action steps today…
Write these 3 lessons down somewhere you can see it every single day.
Work on one part of your point-of-sale process (initial loan consultation, rate lock consultations, post closing call consultation, annual mortgage reviews, etc.) and get it dialed in on PAPER!
Go out there and make it happen.
- Amir
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