Mortgage Loan Officer Blog | Loan Officer Freedom

What Are You Wasting?

November 29, 2021January 16, 2019 by Carl White, Mortgage Marketing Animals

People look at me now and think ‘wow, that Carl has an amazing life’ – sometimes they even tell me that when they see where I live and how I work. And, to put it right out there, they’re right! But it wasn’t always like this for me. I grew up without a lot of money and I had to work hard. Someday, I’ll tell you about my first few jobs and how they didn’t go the way I (or anybody else) wanted.

The point is that I grew up knowing not to waste things. “Clean your plate – kids are starving in Ethiopia.” “Close the door – you’re letting the air out!” “Turn off the lights when you leave the room!” “What’s wrong with wearing hand-me-downs?” You probably heard those things too. Back in the day, society wasn’t quite so disposable as it is now. We had to fight and scrimp to get resources together. Some people still have to… there’s nothing wrong with that.

But now we have different problems… back then, you could touch the things you risked wasting. Now we waste intangible things – time, energy, knowledge, passion, youth, health, discipline… to name a few. In some weird way, it’s easier to waste things you don’t actually touch. Except that now the things we waste last more than a meal or a pair of jeans – the things people waste now can change the rest of their lives.

What does that mean? Well, I would say that knowledge un-invested is wasted. When you know something and you choose to not use it to create benefit for you, your business and the people in your world, that is what business people would call an ‘opportunity cost’. You might not be able to say exactly what applying that knowledge would generate – but the loss in potential gain could be exponential.

For example, let’s say a young family comes to you with newly-established credit and wants to buy a house. Or a vet wants to buy her first home, has a down payment but has a low credit score from being deployed. Or a son wants to help his parents out financially by buying their house but doesn’t have his professional act together for verifiable income. Now I’m stretching these scenarios to pull at your heartstrings, for sure, because these are not ideal clients. But with what you know, you could help each of them get a game plan together – and that would change the rest of their lives.

Let’s say you’re making your calls, picking up the phone and mowing through your past database. That’s great! That’s a killer strategy, calling your database, but you could also get somebody else for around minimum wage to do that activity for you, and using a system like PhoneBurnerFreedom.com, getting the same results as if you did it yourself. That could save literally hours of your time every week. What could you do with an extra 5 – 10 hours / week?

What if your passion is to work with top agents who swing big in their business and win, but your client base is primarily lower-level “vanilla loans” types? Of course, you have a good business there… but what’s happening to your passion? It’s wasting away while you’re focusing on the money vs. your passionate quality of life. Money is a nice outcome but it’s just a by-product of being smart with passion. Be passionate about your life and business, and they will pay you back beyond anything you can dream of today. Believe me.

Like I said at the beginning, I have a pretty awesome lifestyle. And I have worked hard to get it. I still work hard for the 20 or so hours I work each week. (And yes, there are a lot of ‘guru-types’ who work less than that – some of them are my best friends so I know that’s true.)

But for me, working hard is the same as playing hard. I love what I do to point where it’s hard to know when I’m working or playing. I invest what I’ve got to make a bigger difference for people. I believe that, at a certain point in success, the reason you have it all is to give it away. The very most valuable thing I can give anybody is the mindset, the perspective and the strategies that I have earned my way to using well. I do not waste what I have come to know, have or be along the way.

When I think about it, the only thing people might or could accuse me of wasting now, is time… because I like people. I like good food. I like hanging out and sharing jokes and being with all my rowdy friends. It makes me happy. So do I take a little longer over a good meal or enjoying an occasional cigar or taking a country ride on my Harley with my son on his? You bet I do, because I’m not watching the clock. If I’m too rushed to create a memory with somebody, then that’s the real waste of those opportunities. I’m clear on my values. My focus over the years, making the most of every resource, has afforded me the life I have today. And it happened because I didn’t waste anything as I went. I took it all in and made it work for me.

So now I ask you – what are you wasting? Where do you look at your life and think ‘hmm… that doesn’t bring me joy?’ Who could you be helping if you went just a little further in sharing what you know? How could your team benefit by following through on something you’ve learned to help your business? How could you improve the quality of your life by leveraging what you know?

These are serious questions – I really want to know. When you share, I also want to know your intention to change that starting when you post it. Awareness is the first step toward living a fuller life.

So, let me hear it from you… and know that, when you share it, there will be a shift. Just like a car speeding up and changing gears, you will feel the shift that comes from being willing to harness more of your potential to help, have, do and/or be more… I’m proud of you, friend. Just do it.

Carl White, Chief Officer of Coolness

Article Originally Posted on LinkedIn

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Use Repetition for Renewal

November 29, 2021January 9, 2019 by Carl White, Mortgage Marketing Animals

When you’re looking to create new results, you have to do something different. That only makes sense. What many people forget they can use as a tool is all the stuff they’ve already been doing to get where they are now as a guide for creating those results. Let me explain.

When you want to create a fresh outcome, you first need to believe it’s possible. From that possibility, the vision you hold in your mind, you will naturally create optimism and, when you think about it enough, a new belief about that outcome becoming reality. As you believe it’s possible, you will start taking actions to make it happen. Then you will start recognizing signs that the outcome is happening.

For example, a favorite scenario is the desire to lose weight. To lose weight, you have to want to do it, believe it’s possible, take actions that you believe will get you that result and then monitor your success. You might use a scale, measurements with a tape measure, how your clothes fit or how many compliments you get from people around you to measure that success. The point is that the process needs to play through all four stages to create a new outcome.

Now, think about something that you want to change or achieve as a new result in your business. Chances are it’s something you have already tried to go for and it’s still on your to-do list. Maybe you want to double the number of deals you do a month, or you want to triple the number of clients you help in the next 12 months, or maybe you want to expand your referral network by 25% in the next 60 days… this is where looking at what you’ve tried already can hold the key to new success.

Whatever you have already tried and hasn’t worked has also created, through repetition, a pattern which has likely affected what you believe is possible about that outcome. Repetition can become a rut – OR it can be a source of renewal when you examine it with a fresh perspective. When you look at what you’ve done in the past with a new commitment to learn from it, and you’re honest with yourself, you can see where you can make new choices going forward. New choices create new actions and renewal on achieving a new result. (That’s a whole lot of ‘new’ in there…!)

Here’s what can trip you up in all this – your willingness to be brutally honest with yourself. You have to be willing to see and admit where you can do it different or revisiting where you’ve been will not be helpful. In fact, it could even turn into a reason to beat yourself up about not getting a good result. Many of the good people I know will take on ‘failure’ as a personal flaw rather than use it as an opportunity to learn. And, obviously, I am recommending that you use the repetition of the past that didn’t work out the way you wanted to generate clarity, options and a renewal of fresh results.

Want to double your closings every month? Use Thor’s Hammer religiously. Want to triple the number of clients you help? Get more involved in your circles and community. Want to expand your referral network? See how many more people you can help get what they want so they return the favor when one of their contacts is ready to buy. Want ideas from people who have been where you are and won? Join the Mortgage Marketing Animals or come to a 3-Day Mastermind Event.

Oh – and look for where you have half-built bridges (that’s my latest article in the Scotsman Guide; you’ll be hearing more from me on this concept in the coming months).

To bring this point home, if you DON’T do this, you run the risk of unconsciously retreading where you’ve already been and that’s not going to get you different results. Some would go farther and say that’s the very definition of insanity. “Insanity is doing the same thing over and over while expecting different results.”

The bottom line here is to learn from and use what you’ve done in the past to create new beliefs, ideas and actions to get new results. Believe that what you want is possible. Use your past repetition(s) to direct you away from the ruts and into renewal. Be prepared to monitor your progress. And celebrate the little victories to keep your energy high and stoke the fire to get continuing results.

Let me hear what you’re doing different to create new results in your business. We’ve got a great community of folks here who are waiting to learn and give you their suggestions too. What’s the one thing you know from your past that needs an upgrade to get a different result? Shout it out so we can celebrate your awesomeness!

Carl White, Chief Officer of Coolness

Article Originally Posted on LinkedIn

Your Business Has Needs Too

November 29, 2021January 2, 2019 by Carl White, Mortgage Marketing Animals

We have talked a lot about who you need to be in order to be successful in your business. But your business has needs too. By understanding the dynamics of your business through a needs-based perspective can be powerful and help you make decisions on what to prioritize to grow your business next. So let’s consider what business has needs have to get satisfied o provide you and your team with increasing financial stability and prosperity.

First, Maslow’s theory states that there is a hierarchy of lower needs that have to be satisfied before individuals can address higher needs. From the bottom of the hierarchy upwards, the needs are: physiological, safety, love and belonging, esteem and self-actualization. Your business can benefit when you understand how this applies to your work.

The lower four levels are what’s called deficiency needs because they are based on deprivation. That means people are more motivated to get them handled when those needs are unmet. And the longer those needs are denied – say, hunger – the greater the motivation to fulfill them (as the person only gets hungrier over time). Maslow says that a person can only rise according to their most satisfied level. So if your survival is threatened, you aren’t worried about your community – you’re focused on food, shelter and water first. Only once you are out of that basic survival mode can you think about what need needs to be met next.

The top level is a ‘being’ need where motivation grows as needs are met; that means the more actualized the person becomes, the more they want to give, contribute, live their potential and be a better person.

This image shows you the five layers from Maslow’s hierarchy on the left.

Here it is again, with the main focus of that level listed on the right, and the needs of your business listed in the middle.

You can see that the bottom level, or the base, is where you set your operational foundation in place with the basics of doing business. Essentially, your business needs its’ survival needs addressed – cash flow, something to sell, customers, having the right team members to deliver what you promise, equipment (like computers and a desk), and a place to work from daily.

Once the basics are handled, it’s about getting efficient and creating a sense of stability. This means adding structure to your business, gaining confidence from your market, putting processes and policies and protocols in place. You want your team members to feel secure in what they’re doing with you to grow the business.

Now you’ve got some momentum so it’s time to build your business through more sales and working with partners and strategic alliances. Your business needs engagement from team members, partners, your community and, of course, your customers. It’s about nurturing the ‘family’ of your business.

Next your business needs to position strategically as unique, which builds esteem and recognizes achievement. Internally, you might expand benefits for employees or make title changes. You might offer (or receive) awards. You might put a PR plan in place. The ideas is that your business gets seen and acknowledged for the expertise and efficiency you bring your customers, employees and partners.

The highest, or fifth level, is about self-actualization, meaning that your business is doing pretty well. You know when a business is at this stage because they start taking out TV ads – they’re not worried about keeping the lights on anymore. This is when you and your business become a known authority in making the right things happen in right timing for your customers. You can afford to get more involved in your community, and might make the investment in becoming a thought leader in your area because you can invest in long-term strategies that don’t have an immediate pay-off.

Why Does This Matter?

Well, first, this matters to your business because you can’t be a healthy 7-figure business if you don’t have the right team in place, if you’re stuck in survival, if you haven’t built a healthy community, etc. to have stability and prosperity. Your income will be limited by the outstanding needs of your business that need to be met first.

Sometimes I’ve seen entrepreneurs who want to create big change fast – and I’m a fan of that when it makes sense! But if you create that pace of change in a way that out-paces your business’ ability to adapt and you lose your team in the process, that obviously works against you. By understanding what aspects of business needs are tied to psychology, you can minimize the negative effects for your team. And that minimizes resistance and people feeling lost or confused. Plus, when your business isn’t tight with getting these needs handled, you leave room for competitors to have conversations with your customers.

On the other hand, when your business is doing well and is ready to take on the highest level and you don’t make that happen, your business can lose traction. It’s just unnatural to NOT step up at that point. (You know what I mean when I say that… and if that one stings a little bit, it’s definitely your time to do that. We can help you in the Freedom Club, if you want that.)

Basically, the more your business progresses up that ladder of success by meeting its’ needs, the more financial stability you and your business will enjoy.

So now what?

Well, depending on what level you think your business has needs that haven’t been met yet, you’ve got some work to do. The good news is that me and my team are ready to help.

If you want a personalized strategy session about the state of your business, sign up here. It’s no-obligation – it’s simply our way to pay it forward because we are at that top level. And I gotta say it’s a pretty nice view. I want you to have an awesome view too so let us help you climb a little faster and a little easier. We know the way and want to share it with you.

Let me know what level you think your business is on right now. There is no right or wrong, by the way… this is about seeing how to climb the mountain by knowing where you’re starting from – let me know.

Carl White, Chief Officer of Coolness
Article Originally Posted on LinkedIn

Give Credit Where It Really Belongs

November 29, 2021December 26, 2018 by Carl White, Mortgage Marketing Animals

This time of year can put people in the mood to reminisce, get nostalgic, and think about the good – and not so good – things that happened in the last year. Personally, I go a little further in my thinking about things because I know I got here because somebody was smiling down on me. Because there is just no way a guy like me could achieve what I have on my own.

Let me just say upfront that God has been good to me. Things have not always happened in what I thought was right timing but, in hindsight, they happened in the best possible timing. Like when I had to take a chemistry course that I really wasn’t interested in but, once I got there, I was really interested in a beautiful woman that was also taking that class. Naturally, she was way better at that class than I was, so I made the best of that and got her to share her notes with me. I charmed her with all my best moves (which, if you know me, are pretty limited). Somehow she looked past all that and married me anyway. To this day, that was the single best thing that ever happened to me. The second best thing was having my kids.

It’s really important to give credit where it belongs, whatever and whoever that means to you. By giving thanks, you acknowledge that you are open to receiving more help and abundance and opportunities. You remember that there is a bigger picture in everything that happens in life and, sometimes, the best skill you have is to enjoy the ride and give thanks for what you know is coming – especially if you can’t see what that means yet.

When it comes to my business, I give thanks to every AFGO (another f%^&@* growth opportunity) I’ve had in the past year. Why? Because they challenged me to rise to the occasion. I needed to get outside my comfort zone and show up in a different way. I had to learn something new to get through it. And yes, those things have happened in my business in 2018. People look at my life and think it’s all roses and sunshine but I am not here to blow smoke – it gets real for me too sometimes. The bigger the stakes, the greater the potential for a fall. I may not always handle it with the sophistication and refinement I’d like to have in the moment but I am transparent with whatever is happening and look to help create the best possible outcome for everyone. That’s one of my secrets – just show up and try to help things be better.

I also give thanks for each and every member of the Freedom Club because they inspire me to do better and go farther in my business so I can report back what’s working and what isn’t. I am grateful for those who listen to the Loan Officer Podcast, and the people who connect with me in social media, and the people who purchased my first book that I co-wrote with Kevin to make it a bestseller – without all of you, I wouldn’t have the ability to help as many people as I can today.

To my mortgage loan customers who entrusted me with their future, I have been honored to use my skills, network, systems and experience to help you have the home to support you and your family in living your best life. You help me stay on my toes so I can pay it forward to my students, my colleagues, my peers and my industry.

Each of my mentors – you know who you are – along the way has been a game-changer for me. From deep conversations to mindset shifts to paradigm busters to war room strategies to busting my chops on stepping up, I appreciate each of you more than words can say. Because of you, I have the ability to help more people in ways that I couldn’t even imagine before you.

Did I make it to where I am on my own? In a word, no. I am one lucky guy to be where I am and it all happened because I just kept showing up, putting one foot in front of the other, with God’s guidance and Maria at my side. I wish everyone who reads this to have that same kind of luck and the smarts to know where the credit really belongs. Being grateful for what you have only opens the door to receiving more of what you want. I’m living proof of it.

Where do you want to give some credit? Shout out below – I want to celebrate that with you.

Carl White, Chief Officer of Coolness

Article Originally Posted on LinkedIn

You Need A Point Of View

November 29, 2021December 19, 2018 by Carl White, Mortgage Marketing Animals

As a business leader, you need a point of view to share insights with your audience, build your credibility and compel action. The good news is that, in the end, I have found there are only three points of view that matter by making a difference. I know people who have used all three, myself included. But really, you will find that you probably already have a main point of view that weaves through everything you do.

You hold a vision. This is about possibility thinking, seeing the ultimate outcome, and showing people what they can have when they plan for and take right action. This is about cultivating someone’s dream in a way that becomes so vivid that they cannot see a future without it. In our case, it’s about helping a client see how they can rise to claim what they really want in a home or property… what it will mean to their family, how it will support them in contributing their best to the world when they have the right property.
You tell the future. This is different from holding a vision in that it’s about telling people what will happen using an if / when scenario. If you pay off your debts and get a down payment together, you can have the house of your dreams. If you don’t get your debt ratio down, it’s going to be more challenging to qualify for a mortgage loan. When you show people what the future looks like based on their current actions, it can be amazing how fast people change their tactics to get what they really want instead of what they’re creating through their current choices and actions.
You sound the alarm. This is where you beat the drum for urgency about what you see on the horizon, whether that’s the consequences of today’s behavior, the outcome of economic changes or not filing necessary paperwork on time. Sounding the alarm can be a revolutionary act to wake people up or it can be something that triggers a fear response. Now, why would you want to do that? Studies have shown that people will move faster to get away from something they fear or find painful vs. going toward pleasure or something they want. I, for one, am not above using a little fear to help people get what they want. It’s not my favorite thing to do but you know I tell the truth – sometimes putting it out there and being blunt without the sugar coating about a situation is what people need to know to make their best decisions.

So why do I share all this with you? I mean, I’m pretty much set in my business. I have a great life, a wonderful wife and kids, a beautiful home – and I’m grateful for all of it. The reality is I really don’t need to stop what I’m doing to support and enjoy all that, much less take the time to share what I know with anybody else. But I do it because I believe generous people generate. I believe in the power of our industry to change lives. And I believe in you as a changemaker.

My vision for you is that you step into being a business leader in every sense of the word because that will change your life and everybody else’s that you are connected to in your world. If you can identify and share your point of view with others, and help them get what they want, then you will be successful. And if you can’t find it within you to have that kind of courage, to do what it takes to be a real business leader, then you have two choices: figure out how to do it or just go get a job.

If that got your attention, then good. (See how I did that?)

My intention is to help you enjoy more freedom, prosperity and happiness in your life and business. I’ve cracked the code on how to do it so you don’t have to go through the same struggles I did to reach your goals. You can take the fast track because I’ll tell you what works in the real world. I share my proven formula for success wherever I can – in my writing and speaking, through webinars, and with members of The Freedom Club. When you are ready to take your business to the next level, the Marketing Animals coaches and I am here for you. And that’s my point of view.

Let me know what your point of view is and how you share it with your audience in a comment below. I’d really like to know.

Carl White, Chief Officer of Coolness

Article Originally Posted on LinkedIn