Think it’s the economy that’s got your pipeline dried up? Frustrated because NO ONE can qualify. Sure that ALL the refi opps are done and over with? Can’t get a Realtor to give you the time of day?

These thoughts or similar forms of them is what a prevailing number of Loan Originators will express when I ask them, “Why do you believe you aren’t closing more loans?”

Here’s what I don’t hear:

I’m not closing more loans because I don’t make outbound calls to my past customers.

I’m not closing more loans because I don’t consistently ask for referrals.

I’m not closing more loans because I don’t leverage social media, because I don’t know how to and have chosen not to put the time in to learn how.

I’m not closing more loans because I’m in a funk and don’t socialize, network, mastermind or attend business functions.

I’m not closing more loans because I secretly dislike Realtors and think they all have a chip on their shoulders and I refuse to “grovel” for business and they’re such a pain really and geez, they never return my calls and they are so negative and not many Realtors in my area are doing much anyway and, and, and….

Right now, some of you are smiling. Others are slightly ruffled at what I just wrote. You “ruffled” ones are my target. You are the ones I want to help the most. WHY? Because the ONLY reason you’re not having more success in your business is because you simply haven’t gotten out of your own way.

In pointing your ten fingers at everything external as being the cause of your withered pipeline, you’ve left not even a pinky to poke at your own chests.

It won’t take much. You are actually brimming with opportunity. Doing one or two things differently in your business on a consistent basis will have an avalanche affect. Don’t believe me?

Coaching Case Study #1

Jack hadn’t closed a loan in 6 months. Jack had never targeted Realtors…ever. Why? Because he was not as smart as them. Wasn’t as charismatic as them. He never had tried so it probably wouldn’t work. (This is what he secretly told himself) He had lots of other fears, too, but we decided just to focus on this one and do something different.

Jack joined and started regularly attending the Chamber in his area (even though he secretly thought it was a stupid idea). Jack started popping in to open houses every Saturday with a flyer & a simple script (even though he was terrified of looking stupid). Six months later Jack had closed more loans than he had in over twelve months. True story. And, NO, it wasn’t the flyer, nor the script or his particular Chamber. Jack got out of his own way, ignored the negative, inner voice and just did it anyway.

Physically doing something different is the ONLY way to combat the old tapes of self doubt. Simply trying to think yourself into a different state of mind does not work.

Coaching Case Study #2

Sue considered getting out of the business. Her passion for the industry had just about petered out entirely. The loans were too few and far between and she had a young child to consider. Sue knows her stuff. She prides herelf on being a Professional with a captial “P.” However, Sue had never presented herself as a knowledgeable advisor out in her community. Why? Because she isn’t interesting. She isn’t pursuasive. She’s not enigmatic. (This is what she secretly told herself).

Sue focused on a topic she was enthralled by. She worked for 30 days putting her presentation together, reaching out to others who had spoken on similar topics and creating her PowerPoint slides. Sue had never spoken in public…ever. Sue is now in her second year of hosting her Business Planning Workshops for Realtors. Realtors now call her to schedule coffee dates, get invited to her next events and give her leads. Sue ignored her fears and did it anyway. Sue got out of her own way and found her passion in the industry again.

Blogging needs to be brief. That’s why I’ve shared only two case studies with you. I promise you there are HUNDREDS of others. And just think, I’m one Coach among thousands of others who also likely have similar case studies.

My point to you Ruffled Ones. DO SOMETHING DIFFERENT in order to gain different (better) results, before throwing in the towel. You are likely just a handshake, a lunch meeting, a phone call or personal pop-by away from creating positive and fruitful change for yourself and your business.

Open to some ideas? Visit my Free Help Fan Page for Mortgage Professionals on Facebook.

Interested in Business Coaching? Email your questions to: vdelfrate@icancoaching.net.