Ron Vaimberg

This past week, many people in the world celebrated Christmas. Those who have observed the holiday religiously have spent some time remembering the birth story of Jesus. Regardless of your religious affiliation, I think you would agree that there's something remarkable about the story. A tiny baby born in a manger would turn out to revolutionize Western civilization. How many during that time had heard of Jesus? A few shepherds and perhaps some wise men from the east. How many have heard of him today? Billions.

On the Dec. 26 episode of my Lykken on Lending podcast, I got the opportunity to interview Kevin Stitt of Gateway Mortgage. During the podcast, he shared with us that the company has just closed $5 billion in loans for the year. Depending on your perspective, that may or may not sound impressive. But, consider this: He started the company in February of 2000 with only $1,000 and a computer. Over the last decade and half, the company has grown substantially to be where it is today.

To illustrate a point, I've just mentioned two stories here that I've encountered recently; I'm sure you can think of plenty more with a similar theme. Sometime starts out small and seemingly insignificant and it quickly grows into a behemoth. Trees stretching hundreds of feet into the sky always start out the same way: as a single seed. Great leadership means having the vision to recognize where those seeds are in your organization so that you can nurture them to their full potential.



 

David Lykken, a 43-year veteran of the mortgage industry, is president of Transformational Mortgage Solutions (TMS), a management consulting firm that provides transformative business strategies to owners and “C-Level” executives via consulting, executive coaching and various communications strategies. He is a frequent guest on FOX Business News and hosts his own weekly podcast called “Lykken On Lending” heard Monday’s at 1:00 p.m. ET at LykkenOnLending.com. David’s phone number is (512) 759-0999 and his e-mail is David@TMS-Advisors.com.

 

Networking is an important part of building relationships in business. Whether you are just starting or you have been in business for years, making the right connection at the right time can dramatically alter your career. Knowing this, many professionals spend a great deal of time at networking events, trying to make such connections. Certainly, I would agree that this sort of network building is generally a good idea. However, I would also offer a word of connection: Making the wrong connections can also alter your career—just not in a very good way.

On the Dec. 19 episode of my Lykken on Lending podcast, we had the opportunity to discuss the mortgage industry with acclaimed trainer Ron Vaimberg. Throughout the course of the interview, Ron said something about networking that really caught my attention: “You are the average of the five people you spend the most time with.” For better or for worse, we become most like those with whom we surround ourselves. When we're building connections, then, it's good not only to make as many connections as we can, but also to make sure we're making connections that will have a positive influence on us.

Take a look at your closest professional connections. What reputation do they have among their peers? Are they people who are admired by those they serve? Do they have the character and integrity that all great leaders should possess? If not, you may want to consider building some new relationships, because you probably have the same reputation just by your association with them. By all means, network as often as you can. But don't just count the connections you make … make your connections count!



 

David Lykken, a 43-year veteran of the mortgage industry, is president of Transformational Mortgage Solutions (TMS), a management consulting firm that provides transformative business strategies to owners and “C-Level” executives via consulting, executive coaching and various communications strategies. He is a frequent guest on FOX Business News and hosts his own weekly podcast called “Lykken On Lending” heard Monday’s at 1:00 p.m. ET at LykkenOnLending.com. David’s phone number is (512) 759-0999 and his e-mail is David@TMS-Advisors.com.

 

On the Dec. 12 episode of my Lykken on Lending podcast, we had the opportunity to discuss sales issues in the mortgage industry with sales trainer Ron Vaimberg. Throughout our conversation, we touched on many different issues faced by loan originators and managers trying to find ways to convert more customers and generate more revenue. However, one thing in particular jumped out at me when we were discussing the motivation of salespeople: If they have a strong enough why, Ron says, they will find a way.

The problem is that the motivation of salespeople is often overlooked or downplayed by sales managers. Leaders in organizations become so fixated on accomplishing their own goals that they often forget that salespeople have goals too. As leaders, we fail sometimes to discover the motivation in our salespeople. We're content with vague answers like “more money” or “better career opportunities.” The key to proper motivation, though, is specificity. Truly motivated salespeople will know exactly what they want and when they want it.

According to Ron, and I've seen it in my consulting and coaching as well, the more specific a goal a person has the more likely the person is to accomplish it. If you're having trouble with your salespeople, you may want to take a look at their motivations. Ask them what their goals are and why they want to accomplish them. What are they in the business for? If they know what they want and are truly committed to it, there isn't anything that will be able to stop them.



 

David Lykken, a 43-year veteran of the mortgage industry, is president of Transformational Mortgage Solutions (TMS), a management consulting firm that provides transformative business strategies to owners and “C-Level” executives via consulting, executive coaching and various communications strategies. He is a frequent guest on FOX Business News and hosts his own weekly podcast called “Lykken On Lending” heard Monday’s at 1:00 p.m. ET at LykkenOnLending.com. David’s phone number is (512) 759-0999 and his e-mail is David@TMS-Advisors.com.