the score they have now at halftime.
· Review exactly where all your
referrals came from. Were they
received from the sources you
have been your time with? Or, did
they come from a completely new
track that you hadn’t anticipated?
This is like the unexpected “no
huddle” formation on the football
field – “we didn’t expect that in
· Analyze who you received refer-
rals from (Realtors, past clients,
advertising, networking), how many
were converted, were they for
purchases or refinances, where
they the type of referral you want,
what percentage closed, etc. Now
compare that to your plan. Are
you on track?
· What does your marketing look
like? Is it working? Do you need
to adjust now for the rest of the
year to fit what is happening in the
If you are like me, you regularly
THE MENTAL GAME
Equally important to having a strong game plan
and excellent communication and loan process sys-
tems, is understanding the effects mental stress has in
our industry. Face the truth that you have made the
decision to be in an industry that is fundamentally dif-
ficult, competitive and stressful; in a field, sales, that is
inherently rich with rejection. When you accept this,
all the white noise you hear can easily be packed away.
· Focus your time, energy, thoughts, ideas, activities
and attention on better execution of your cur-
rent plan rather than throwing everything out the
window. The seemingly insignificant changes you
make can make a huge difference in your success.
Perhaps it’s merely making that one last phone
call at the end of the day that could result in one
more loan funded.
· Have you considered a trainer or coach? If you are
struggling don’t go it alone. If you are doing well,
keep in mind that the best players in football, and
in lending, have a coach. Maybe it’s time to con-
sider making this maneuver?
My son played Quarterback in high school and
college. One word or sideways look from an op-
ponent, or heaven forbid a fumble; could dramatically
change his mindset and the outcome of the game. So,
keep your blinders on and stay focused toward what
is true to you and your goals.
What a great game we play; and we are greatly
compensated for the hard work and talent we pro-
vide. Remember you are a Professional Mortgage
Lender. The locker room can be the best place for you
to reset, refresh and reinvigorate your practice. Use it
Now get geared up, get out there and win this
Jennifer Du Plessis, CMPS, CDLP, CME is the VP, Regional
Sales Director of Apex Home Loans, Inc. in Herndon, VA.
She is the author of Launch! Stop Talking. Take Action.
How to Take Your Business to New Heights. She is also a
speaker, coach, consultant, and Podcast Host of Mortgage
fine-tune your loan process. That’s good. The field of
play is always changing (snow, rain, bad turf or in the
case of mortgages, rates go up, guidelines change,
compliance moves in) so if you don’t, your competi-
tion could dominate and take over.
· Seek out your weaknesses, the leaks in your system.
Where can you make some changes to provide
your clients with a superior client experience?
· Determine if you have the right players on your
team? Do they each know their positions and
how they play an integral part in the game?
· Review your roster (CRM), can you utilize a
second-string player, a back-up tactic or special
teams such as more phone calls, more authentic
conversations, developing richer relationships or
maybe even making some cuts to those that aren’t
making the plans and producing the results?