our best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things

Do you know what today is? Sure you know the date and all, but do you really know what today is? I am writing this article on Sunday, April 16, 2006. When I stop to think about it, I realize that this is the one and only Sunday April 16, 2006 I will ever have.

Once this day is over with, it is done. I cannot rewind and try again. If time is squandered it is gone. Why am I bringing this up?

So many mortgage brokers stumble through their careers with a "one of these days" attitude. I constantly hear about future plans that will be put into motion soon. Based on the thousands of mortgage brokers I have spoken with, I would have to estimate that less than 20% of mortgage brokers ever do what they claim they are going to do.

Eternal procrastination is what I like to call it. Why can't it ever be today? Why can't we just identify what needs to be done, and then do it? Why does everything worthwhile have to be put on hold?

If you will notice, all of the low risk activities never have a problem getting done. Checking email, calling existing clients to give updates, checking in with processors, checking interest rates for the day etc. Those activities always seem to get done without a hitch when there is time for them. Why is this?

THere is very little chance for failure or rejection. These are low risk activities. Yet, which of these activities actually bring you new clients? None of them! Low risk, low payoff. Meeting with realtors, giving presentations, calling prospects on the phone and other sales activities rarely get done with any level of consistency.

If I were to give you a link to a site to check out some interesting changes in the interest rate forecasts for the coming week would you do it now? Sure why not? However, if I were to tell you that as soon as you are done reading this sentence, it would be in your best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things t

one of these days" attitude. I constantly hear about future plans that will be put into motion soon. Based on the thousands of mortgage brokers I have spoken with, I would have to estimate that less than 20% of mortgage brokers ever do what they claim they are going to do.

Eternal procrastination is what I like to call it. Why can't it ever be today? Why can't we just identify what needs to be done, and then do it? Why does everything worthwhile have to be put on hold?

If you will notice, all of the low risk activities never have a problem getting done. Checking email, calling existing clients to give updates, checking in with processors, checking interest rates for the day etc. Those activities always seem to get done without a hitch when there is time for them. Why is this?

THere is very little chance for failure or rejection. These are low risk activities. Yet, which of these activities actually bring you new clients? None of them! Low risk, low payoff. Meeting with realtors, giving presentations, calling prospects on the phone and other sales activities rarely get done with any level of consistency.

If I were to give you a link to a site to check out some interesting changes in the interest rate forecasts for the coming week would you do it now? Sure why not? However, if I were to tell you that as soon as you are done reading this sentence, it would be in your best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things

t on hold?

If you will notice, all of the low risk activities never have a problem getting done. Checking email, calling existing clients to give updates, checking in with processors, checking interest rates for the day etc. Those activities always seem to get done without a hitch when there is time for them. Why is this?

THere is very little chance for failure or rejection. These are low risk activities. Yet, which of these activities actually bring you new clients? None of them! Low risk, low payoff. Meeting with realtors, giving presentations, calling prospects on the phone and other sales activities rarely get done with any level of consistency.

If I were to give you a link to a site to check out some interesting changes in the interest rate forecasts for the coming week would you do it now? Sure why not? However, if I were to tell you that as soon as you are done reading this sentence, it would be in your best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things

u new clients? None of them! Low risk, low payoff. Meeting with realtors, giving presentations, calling prospects on the phone and other sales activities rarely get done with any level of consistency.

If I were to give you a link to a site to check out some interesting changes in the interest rate forecasts for the coming week would you do it now? Sure why not? However, if I were to tell you that as soon as you are done reading this sentence, it would be in your best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things

our best interest to pick up the phone and call 3 realtors, would you do it? I would venture to guess that I could count on 1 hand the number of mortgage brokers who will actually do it.

This isn't meant to cut anyone down, but to make a point. It is human nature to move away from pain. Making cold calls when we are not ready, or properly prepared can be viewed as a painful activity.

Because of this natural human reaction though, we avoid doing things that could turn us into a success. Success comes one day at a time. If you were to focus on doing just 1 positive activity per day that is focused on bringing you new realtor business, you would eventually realize success. Just 1 activity per day. Sure breaking it down to just 1 per day will make the process take longer, but isn't this small baby step approach a vast improvement over what most mortgage brokers are doing now?

When you look back on your career 3 years from now, what will you see? How can you expect anything to change if you don't? The definaition of insanity is doing the same thing over and over yet expecting different results. If you were in the same spot 3 years from now, who would you have to blame?

Most mortgage brokers blame the economy, or the company they work for. I've heard every single excuse in the book, but in reality there is no one to blame but ourselves. You are where you are today because of decisions you made yesterday.

If I could show you where you will be in 3 years from now, how bad would you feel to find out that not much has changed? How badly would you want to travel back in time to change the way you did things? Well, what is stopping you from starting today. Right now, this instant, you can begin the process of change.

You might as well start today because this is the last today you'll ever have. This is my last April 16, 2006 I will ever have, so I got up early to spend just 30 minutes typing out an article or two, and to make certain all my emails are replied to in a timely fashion. THis leaves me the rest of my sunday to spend with family. Doing something today was better than doing nothing.

Mortgage brokers must finally and ultimately be self-starters. After reading this article, if you already have all the knowledge and training you need to begin implementing strategies,