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:
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
•The number of phone calls;
•The number of intro letters you will send out; and
•The number of business-to-business meetings.
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.
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