Most kids grow up thinking they want to be an astronaut or a ballet dancer or a professional athlete; it’s hard to spell mortgage as a 7-year old, much less know you want to become a loan officer. But when you are called to help people change their lives through owning property, being a loan officer is the absolute best career to help others and live a great lifestyle at the same time.
I talk to many loan officers every week and one of the recurring themes is around how they want things to be different right NOW. And I get it – I really do. At the same time, if we all got what we wanted in the exact moment we thought it, it would be chaos (and we might want to take a few things back!).
So, let’s consider what it takes to be a successful loan officer. There are two paths that you have to walk at the same time – both of them are journeys and both of them lead to destinations along the way.
The first path is about the technical, external business stuff – like, knowing the process of attracting prospects and converting them into clients with an app and pre-qualification process, getting the right paperwork together, doing the follow-up with your clients and real estate folks, making sure you have the right team in place, having the right technology and systems to make it all easy and a lot more. (If you read Crushing Call Reluctance, you’ll have a pretty good idea of what goes into setting yourself up for success.)
The second path is, maybe, the more significant path. It’s the internal path of knowing yourself, knowing why you do what you do, being in integrity with who you are, being transparent and authentic and real in your relationships, being humble enough to know your place in the grand scheme of things, having the right amount of ego to know you make a difference in people’s lives. When you are successful in your business, it will amplify who you already are… so if you can look yourself in the mirror with a sense of pride and purpose, you are going to naturally attract even more success.
If you aren’t having the level of success you want in your business, it might not be about the external stuff – tactics, techniques or strategies; instead, it might be because you aren’t keeping it real about who you are and why you have your business. Either way, being a successful loan officer is a journey, not a destination. I guarantee that you will learn – and enjoy – more when you slow down enough to take in where you are instead of rushing toward a destination that’s really just a moving target.
Why do I say your destination is a moving target? Because it’s natural to reach a goal and then go for a bigger one. So, the destination is kind of an illusion because you will never really meet a ‘final’ destination (at least, not until you are six feet under). That means the journey is what really matters – and that happens today, tomorrow and then the next day.
If your journey isn’t what you want, it’s time to course-correct. You need to think about how things would be different in your ideal world, then do the work to get them in place. If it’s about a new technology, technique or strategy, go get it and make it happen. If it’s about a new process or system, talk it through with your team and make it happen. If it’s about your own level of motivation, attitude or alignment with who you really are, or if it’s about confronting your fears, finding what is keeping you stuck in playing a smaller game or really ‘getting’ how important your work is to your clients, it’s time to address that thing to keep your journey moving smoother and easier. Profit will be a by-product of doing that.
So focus on the journey and you will naturally arrive at the right destination(s) both in your career and in your life.
Carl White, Chief Officer of Coolness
Article Originally Published on LinkedIn
If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/
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