People often ask what the benefit is to having a coach or a mentor. I think we can find the answer in all fields of endeavor. Athletes have always sought out the direction and assistance of coaches to help provide or enhance skills and to help develop a higher level of performance. I like to think that the word “coaches” itself helps define the mission statement of a good coach.
Consistency: Helping each individual to be clear as to the reason they are doing what they are doing, and to help develop systems and procedures to provide consistent and quantifiable results.
Opportunity: Identifying and exploring all areas of opportunity. By establishing goals, direction, and an action plan for each area; we insure a way to develop leads and filter them effectively to maximize each contact.
Accountability: Having an accountability partner to ensure implementation and execution of each action plan. Understanding that it is imperative to complete each professional conversation with an agreement as to each action to be taken, the person obligated to take that specific action, and a definite period in time that the action will be completed.
Challenges: To provide inspiration to achieve the greatest challenges, a partner to share ideas, dreams, expectations as well as fears, concerns, and disappointments.
Help: A valuable member of your support system, your coach is there when you need a sounding board or advice. A fresh set of eyes to see the often overlooked, or to help provide the vision and focus we all sometimes lack.
Excellence: To demand that we are honest to our word and to support the integrity of our mission. Raising the bar to the highest standards and understanding that we impact people’s lives every day in many ways.
Solutions: Since all of life’s questions are yet to be asked, no one person has all the answers. A coach helps you develop your own solutions to each challenge as they arrive and establish systems that are proactive, not reactive.
So the question remains as to if you need a coach or if a coach would benefit you? Here are some questions you might want to ask yourself.
- Do I have a mission statement in writing?
- Do I market myself and my product as opposed to selling it?
- Am I happy with my production levels?
- Am I happy with the amount of time I am committed to working each day, week, month, and year?
- Do I have a flow chart of how I handle each contact from the time of the first call or contact, to the time the transaction is complete?
- Do I have an active follow up system to maintain communication with my contacts on a regular basis in the manner that they request?
- Am I providing real value and value added services long after the transaction is complete?
- Am I replacing every file I complete with a new client from that file?
- Do I maximize each contact?
- Do I generate at least one outbound referral or find a new referral partner from every contact?
How did you do? These are just some of the areas that a coach can help you and your business. Some people ask if they can justify the cost of coaching. I think the question should be can you afford not to? Some managers and owners “ask why they should invest money on their people if they get trained and take another job.” The question should be; what happens if you don’t train them and they stay?
Accountability Coaching
Accountability Coaching is a company founded by Michael F. White to help mortgage professionals reach their true potential. Based on a belief that working the fundamental principles of the loan origination business combined with a solid system to leverage your day to day business into a self sustaining career! If you are looking to generate consistency in your business, you need to know and implement the fundamentals. Once you know what to do and when to do it, being a mortgage professional is fun, challenging, and profitable.
Since the average loan originator in the country closes less than three loans a month, the average originator is unaware that closing seven, ten, twelve or more loans per month is often easier and less stressful than just two or three! If you are tired of the pain and punishment of not knowing where your next deal is coming from; if you spend more time being “busy” instead of “productive”; you need to look and see how we can help you get to a whole new level of business.
The Group Program
The Group sessions are done online via live webinar. Either private groups of 25+ from the same company can form a private group, or individuals can sign up and join a public group with people from different companies all across the country.
There are ten sessions of approximately 60 minutes long and take place every two weeks on the same day and time. Each session is recorded in case you miss a session or just wish to go back and revisit the material at any time.
The Ten Sessions Are:
1) Rules of the Game and Business Planning
We talk about the new lending environment and create a true business plan for the future.
2) Business Plan Review & The Referral Triangle
We will review the plan and task lists to ensure a workable vision and then we will learn to leverage contacts into referrals.
3) Opportunity Advantage – The 58 areas deals come from.
Identify all the opportunities you see each day, and many you don’t!
4) Fishing vs. Farming – The power of focused prospecting.
Closed loans are the result of specific short term and long term activities. Learn the examples of predictable results from specific actions.
5) Scheduling & Keep Score – Know what to do and how you did.
Every ballpark, stadium, arena, and gym has a score board. Why don’t you? If you don’t keep score, why play?
6) Realtor® Relationships #1
The first of two sessions on how to, identify, target, approach, and gain powerful Realtor® referral relationships.
7) Realtor® Relationships #2
Second session continues with a written plan.
8) Working with Other Professionals, product and service providers.
Most overlooked area of originations. Learn to get connected into this largely untapped market.
9) Database to support your present AND your future!
Generate hundreds of opportunities each month and build a powerful database that will support you today, and provide for your retirement tomorrow!
10) Managing your communications & setting expectations.
Internet, email, texting, social media, and phone communications need to be managed and expectations set. Learn how to set the value of your time so that others don’t!
Each session takes one or more of the concepts of my corporate training program and delivers the information in a simple and easy to follow program. The interactive webinars will allow you to ask questions and participate in live surveys and polling during the session. All questions that aren’t answered during the session will be answered by the coach via email after the session.
In addition to the recorded calls, you will have a wealth of supporting documentation to help you along. All the supporting information for each session will be available after each call. This will be helpful in assisting you in completing each session’s homework assignments. Yes, I said homework! Each homework assignment will help you implement the lessons and move you down the path toward the changes you desire for your business.
We will coach you along the path, but each client gets to choose the path they wish to take. The great thing about loan originations is that there are many ways to succeed; you just have to pick the path you enjoy the most!
The cost for group coaching is $999. This is easily less money than what you are losing each week by not making the commitment to having a plan as a mortgage professional. The industry has changed, have you? New rules and regulations require professional originators to elevate their production and become more professional. The average loan originator used to close less than three loans a month on average. Now they need to become more productive in both quantity and quality of their loan submissions. We need to train them to do a minimum of seven closed loans a month with cleaner submissions and less loan conditions!
You need a plan to succeed in the new reality. Why not use one that has a proven track record of working in all markets and at all levels? “Do something today that improves your tomorrow” isn’t just a motto; it is a requirement! Sign up TODAY!