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How a bank evaluates and tracks the risks in a commercial development loan

National Mortgage Professional
Oct 17, 2008

Three words that will drive you to attract more clients, make more moneyKaryn Dauwer, CCPloan officers, database, intentionality, consistency, accountability Does this title tell it all? If you don't have any clients, then you don't have a business. Let's face it, most loan officers definitely need more clients—especially in today's market. What's the secret? There really isn't any secret. Everyone knows what they are supposed to do on a daily basis. It's all so very easy. But is it? There are three words that sum up whether you are going to increase that database of names and increase productivity. They are: Intentionality, consistency and accountability. Here is how these words work together to increase your client database and the questions you need to ask yourself, but you must be honest with yourself: 1. Intentionality Are you ready to take action? Do you have the right mindset? Are you willing to be open to learn? What exactly are you going to do everyday? You need to know your personal standard. No excuses. Think about it. The night before your next working day, you prepare the steps that you are going to take the following day to attract more clients. You must be intentional. You have to know your activities, daily. What are those activities? Here are some examples: •The number of phone calls; •The number of intro letters you will send out; and •The number of business-to-business meetings. 2. Consistency Are you really committed to your daily personal standard? Is your standard maintainable, easy to track? Is it truly attainable? You want to make sure that your personal standard is stretching you. Making one call a day is not going to get you all the clients you want in record time. Get out of your comfort zone. Don't let negative thinking get in your way. What can you do everyday to really accomplish some headway and feel good about yourself at the end of the day? You can actually go home and know what you did for the day and feel good about it. Practice doing something for 30 days and it becomes a habit. This is being consistent. 3. Accountability Who is holding you accountable? Do you hold yourself accountable? Do you have a system? Does your sales manager keep you on track? Do you have a certain production level that you need to reach on a monthly basis? A highly effective way of being held accountable is to have a coach—someone who is going to ensure that you stick to the three key words, someone who is going to encourage and motivate you so that you reach your goals and stay focused on your personal standard on a daily basis. Are you really ready to attract more clients and make more money, or do you think that this is just so simple that you can do it on your own without a real system of accountability? If so, and you are being completely honest with yourself, then where are you today? Are you exceeding your personal standard on a daily basis? Do you have more clients than you can handle? What actions have you seriously taken as a top notch mortgage professional, and are you truly ready to out-do yourself and become a peak performer? Karyn Dauwer, CCP, president of FocusPartners, is a client attraction coach. Karyn may be reached at (339) 832-1643 or e-mail [email protected]
Published
Oct 17, 2008
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