Bliss Sawyer's Marketing Blog

Is your production goal in a drawer???

I am going to bike 50 miles in all 50 states.  It's a BHAG.  Big, hairy, audacious goal.  So I keep it VERY visible.  Everyday as I drive in and out of my garage, I see what I have accomplished.  Even though 17 is a looong ways from 50, I'm not discouraged.  I am motivated to plan my next trip, get on that indoor spin bike that is my nemesis and stay in shape.

 

Pretty much everyone sets goals.  Production goals, income goals, business goals.  But if you just throw them in a drawer or save them in a computer file, you will not feel that fire in your belly to do what it takes to accomplish those goals.

Keep your goals visible.  On your bathroom mirror.  In your wallet.  In your underwear drawer.  Where ever you think is best to help you stay focused and motivated on taking those daily marketing and relationship-building steps.

Do it today.

Put your kids in charge of your success.

One of my coaching clients has found the secret to reaching his goals.  He asked each of his kids (3) and his wife (1) if they could go on a dream trip (3-4 days) what would it be.  They chose a the following:

Kids - shopping trip to NYC, hunting trip and a trip to NYC to the American Girl store
Wife - fun family trip 

He then shared his BHAG (big, hairy audacious) production goal for the year and explained how many loans each month he would need to close in order to meet this goal.  He asked them to hold him accountable each day when he comes home by asking him how many loans he started that day.

The kids love it and the first questions they as when he gets home is "Daddy, what did you do today?  How many loans did you get?"

What dad wants to disappoint his kids?  What a great way to stay motivate and hold yourself accountable.

Just do it. Even when it is painful.

One of my goals this year is to bike the Alpine Loop before it opens to traffic for the season. Which means I have four months to get in shape.  In shape to ride eight miles straight up, 40 miles round trip.  Last time I did it (10 years ago) I was in MUCH better shape and even then, I'm pretty sure I left one of my lungs at 7,500 feet.   What am I thinking????

Luckily for me, I am married to an exercise physiologist.  So I asked Professor Honey-Buns to help.  He told me to ride at least 50 miles every week.  Ummmm.... slight problem here - I've been riding ZERO.  Religiously, every week.  AND I moved twice.  In one year.  AND I broke my foot.  Then, on the one ride I did in November, I got a stupid concussion.  (no comments on my gracefulness, please)

So I took my BIG goal and broke it down into weekly and daily goals.  I am three weeks in and so far, so good.  But that doesn't mean it has been easy.   What is easy is finding excuses to NOT ride.   

I have to keep telling myself:   Just do it.  Even when it is painful.  Even when I want to sit in front of the fire and be lazy. 

What about your goals?  Are you doing what it takes, every day and every week?  Keep your goals and marketing tasks visible.  Do everything you can to make sure you don't give up.  JUST DO IT.

 

The one thing I do know... it will be worth it.
every painful, lung-busting moment. 

In all my sweaty glory....

This past weekend my husband and I headed over to Arkansas to work on my BHAG to bike 50 miles in all 50 states.  It's been slow-going the last year or two so I decided I need to pick it up a notch and will be doing Louisiana next month and Nevada later this year.  Arkansas was state #17 which leaves 33 to go.   Pretty much everything east of Oklahoma.  Hmmm.  That is definitely big, hairy, and audacious.

But I'm a goal-setter.  A goal-seeker.  I've got goals in all areas of my life  (be thankful you don't have to hear about them all!) and to me - this gives my life purpose.  And passion.  Passion for living and working.

What are your goals?

Have you looked at them lately?  Done anything to move forward in accomplishing them?  All it takes is baby steps.  Remember how to eat an elephant... one bite at a time.  How did I bike 50 miles in Arkansas? By pedaling past one roadkill at a time.

It was heaven. 

This is me trying to smile after a looong hill.
Sweat dripping everywhere. 

 

One goal for today.

*UPDATE*  6:30 p.m.  Tasks all crossed off!  I had a very productive day, though I caught myself wanting to push a few things over to tomorrow even though I had set this goal.  This habit may take me a bit to break, but I'm motivated to take the challenge again tomorrow!  

I am a list person.   I like making lists and LOVE to cross things off my lists.  

Lately though I've noticed that I NEVER completely finish my tasks.  There are usually 3-5 things that I carry over to the next day.  Now there isn't anything inherently wrong in not accomplishing everything, I've just come to realize that I have created a bad habit of putting things off for a day or so when really I could have accomplished them with little effort.  The sad thing is that I am saying this right after I wrote "I personally don't struggle much with this (procrastination)"  

I can admit when I'm wrong.

So today I have ONE GOAL.  To finish everything that is on my task list for today. ( BTW - I write up a new task list each day that includes things from my weekly list and other random thoughts.)  Today I have 11 work-related tasks and 9 personal tasks.  This list includes things as simple as writing a note to a Realtor and call (prospect) to see if they have done what I recommended to improve their credit to more time-consuming ones such as organizing my coaching files and writing two blog posts.

A few things that I feel will help me along the way...

1. If it is a time consuming task, I put a time limit and will use egg-timer to keep me focused.  I will also turn off email during this time.
2. I will keep personal call/emails to a minimum.  As much as I love my mother, if she calls it'll be "love ya mom... gotta go!"  She'll understand.
3. Focus.  I am starting the day with a clean desk and clean email in-box.  It's how I work best.
4. Attach a reward.  I'm fairly simple.  Promise me a prize and I'll work harder.  It's been pretty cold here in Oklahoma so once all 20 tasks are accomplished I'm headed out to buy me a pretty new sweater.

I'll let you know this evening how it went.  Wish me luck!

New Mexico - check!

As many of you know, I have a BHAG (big, hairy audacious goal) to bike 50 miles in all fifty states.  I did the first half two years ago during a camping trip.... and will tell you that 25 miles road biking is much easier than 25 miles mountain biking.  But don't worry, I have plenty of reasons why I almost didn't finish my goal.

• Santa Fe is over 7000 ft. Hurling a lung was a definite possibility.
• I'm out of shape. Old.  Arthritis in the hip is a definite reason to not work hard.
• I love to hike... and there are plenty of great hikes here.
• I brought four books and loads of work.  Both very important.
• It's just a silly-I'm-having-a-midlife-crisis goal.  Lots of people don't finish.
• I still have 35 states to go.  I realize it's more positive to say I've just finished my 15th state, but I'm taking a negative tone here.

So why did I finish and what does that have to do with YOUR marketing?  I finished because it was the absolute right thing to do.  For me.  For my life.  To prove to myself that I have drive, passion and won't quit even when it isn't easy.

Look back at the goals you have set.  Both personally and professionally.  Are you working towards those goals even when you don't feel like it?  Even if it means you might hurl up a lung?  If your current production isn't meeting your goals then it's time to do more.  Take more action and work harder.

And being able to say that you did everything you could to accomplish your goal is a great feeling.

Oregon - Check!

As many of you know, I have a crazy goal to bike 50 miles in all 50 states and it's been quite a while since I have been able to check off a new state.  On my road trip this summer I was able to do 30 miles in Baker City, OR and the final 20 in Roseburg, OR.   I loved it!

I can't wait to put a sticker on my map... only 36 more states to go.  The great thing about checking off one more state is that it makes me  ponder where I am at on all of my other goals.  Personally and professionally.  One of the things I recommend loan officers do is set 3 month, 6 month, 1 year and 5 year goals and then REVIEW AND REVISE monthly.  Goals are only as good as the steps taken to reach them.

How long will it take me to finish up the other 36 states?  Quite a while (I need to kick a few more kids out then it will get MUCH easier:) but I am already planning my next road trip to get another one done!

How long is it going to take for you to get your production where you want it?  Are you working on the baby steps necessary to get your phone ringing with quality prospects?  Are you improving your prequal systems to turn more of those prospects into applications?  Are you consistently marketing to past clients and your sphere of influence so you have a steady stream of referrals?

If you don't have goals or haven't looked at them recently, find a quiet block of time to bring you goals in line with where you want to be in your career.  Then move it forward.  Decide what needs to be done each day to bring yourself closer to each of your goals.

As many of you know, I have a crazy goal to bike 50 miles in all 50 states and it's been quite a while since I have been able to check off a new state.  On my road trip this summer I was able to do 30 miles in Baker City, OR and the final 20 in Roseburg, OR.   I loved it!

I can't wait to put a sticker on my map... only 36 more states to go.  The great thing about checking off one more state is that it makes me  ponder where I am at on all of my other goals.  Personally and professionally.  One of the things I recommend loan officers do is set 3 month, 6 month, 1 year and 5 year goals and then REVIEW AND REVISE monthly.  Goals are only as good as the steps taken to reach them.

How long will it take me to finish up the other 36 states?  Quite a while (I need to kick a few more kids out then it will get MUCH easier:) but I am already planning my next road trip to get another one done!

How long is it going to take for you to get your production where you want it?  Are you working on the baby steps necessary to get your phone ringing with quality prospects?  Are you improving your prequal systems to turn more of those prospects into applications?  Are you consistently marketing to past clients and your sphere of influence so you have a steady stream of referrals?

If you don't have goals or haven't looked at them recently, find a quiet block of time to bring you goals in line with where you want to be in your career.  Then move it forward.  Decide what needs to be done each day to bring yourself closer to each of your goals.

Are you accountable?

One of the simplest ways to improve your performance is to track your progress and be accountable to someone else.  This is the primary reason people hire coaches.  But why not try having an accountability partner and save some money?  (Of course, if you are looking for a personal coach, check out my program here: Bliss Sawyer's Personal Coaching) 

Here are some suggestions for finding an accountability partner or group:

• Ask your manager, another loan officer or someone in a a sales or entepreneureal position to work with you
• Meet together (in person or over the phone) once a week
• Discuss your past weeks goals, wins and losses
• Set up the next weeks goals
• Brainstorm business building ideas
• Keep track of short and long term goals, tasks and progress
• Set goals and let your partner/group know what your goals are.  You are more likely to accomplish things this way

Other resources on this topic:  Napolean HIll's classic book Think and Grow Rich talks about a mentoring group.  Jack Canfield in The Success Principles also suggests being accountable in a group setting.  However you choose to become accountable, remember that it is all about helping you reach your goals and beyond.

I have done this in my business and the results were fantastic.  To have a support group to lean on during the difficult times and cheer you during the good is priceless.

Watching your numbers

  At the beginning of each coaching session, I ask my clients one very important question - "What were your numbers for the last week?"  I feel it is vital to track prospects, applications and closings.  This will help you focus your marketing and continually work to improve and increase the stats.  Which, of course, results in higher production and income!

For those of you that have read my blog for some time or heard me speak on goal setting, you know that one of my BHAG (big, hairy audacious goals) is to bike 50 miles in all 50 states.  This map is on the wall of my garage right next to where I park my car and hang my bike.  Every day I can see my progress (or lack thereof) and it keeps my goal front and center.   Earlier this year, I was in Oklahoma and it was tough getting the 50 miles done in such a short time.  I was out of shape and it was windy and flooding (can you hear the whining?)   But how did it feel to put that big ol' heart sticker on Oklahoma?  GREAT!  Now I'm planning NM, OR and NV.  I'm motivated... and that is what it takes to accomplish your goals.  That and some energy bars.

Everyone has production goals (or you should!) but are they visible?  Do you look at them EVERY DAY?  Do you track your progress?  January was a long time ago and if you haven't reviewed them recently, you might want to spend a bit of time reevaluating where you are and where you want to be.  Find someone to be accountable to:  a manager, a coach or another originator.  Report your numbers each week and work to consistently improve.

Oklahoma - Check!

I have a crazy goal to bike 50 miles in all 50 states.  It's been a while since I've checked off a new state, so for spring break, I took my always-willing family to Grand Lake, OK for a few days of fun. 

Goals have a way of driving us to do things we would not accomplish otherwise. I can't say this was the greatest time I've had on a bike... I am out of shape, there was a flooded road to cross, a few rabid dogs that wanted to eat me and lots of wind.  But guess what - It felt great to finish that 50 miles and I wouldn't trade the experience for anything.

WHERE ARE YOUR GOALS?  Have you reviewed them lately?  What's on your calendar today, this week and this month to bring you closer to accomplishing those things?

As I work with loan officers across the country with my coaching and seminars, I consistently find that those who have written goals, review them often and organize their business schedule to always work towards these have the highest rate of success.  It truly won't matter what market you are in, what interest rates are or the type of company you work for.  You will find greater success through goal setting.

Your assignment:  Write down your goals, review them often and go to work!

My favorite 5-letter word

GOALS.  Have you set yours for 2008?  I'm not talking about jotting down a few numbers your manager asked you for and then putting them in a drawer - never to be looked at again.

I'm talking about goals that you take time to determine and then review daily.  Goals that guide your actions.  Goals that you will actually meet or even exceed.

If this isn't your usually mode of operation.. you'll have some habit-changing to do.  But that's ok since you probably have some time to work on this over the next week or so.

First, block out an hour for a "goal setting session."  Quiet, uninterrupted time.  (Turn off the email and phone.)  Let your mind go and decide what's really important and how you can keep your goals centered on those pieces of your life.  Make monthly, quarterly, 1-year, 3-year and 5-year goals.

Second, develop a plan to consistently review and work on the goals.  Keep the goals visible and on your mind.  This is the easiest way to accomplish anything.  All your daily tasks should be moving you towards these goals.  Remember - you become what you think most about.

Lastly, don't get discouraged.  There will be many times during the year when you will need to refocus and recommit yourself to your goals.  I recommend you revise goals quarterly.  Your journey will needs adjustments every so often.  A regular review will keep you on the path you want.

Happy New Year!

This next week is critical to 2008

After such a discouraging 2007, it's only right that you take the opportunity to make 2008 an exciting and productive year.  All you need is a little planning and forward momentum and this next week is the perfect time to do it.

Here are some suggestions for your calendar over the next week or so....

1. Set your goals for the year  (stay tuned for a blog post on this subject)
2. Contact all your referral partners by phone and email to wish them a Happy New Year.  Give an update on the current market.  It's been a roller coaster, but remember to be be upbeat and positive. 
3. Have a planning lunch to say thanks for the past referrals and talk about what you can do together to make it a great year in 2008.
4. Send a letter out to all your clients from 2007 with a copy of their Hud-1 for tax purposes.  If you have purchased my Breaking the $40 Million Binder, a sample letter is in there.
5. Organize and clean your office space.  If you haven't done this for a while, you will be surprised at the energy it brings to you.
6. Read a motivating book or listen to an on-line seminar.  This has always been a key element in my business.
7. Get together with your team for a brainstorming session.  Discuss marketing, office procedures and customer service.  Get all the ideas down on paper - even the ones that seem crazy.  Then pick a few and start taking action on them immediately.

These are just a few ideas to get you moving towards a FANTASTIC 2008.   Decide now that you will do at least 5 of these 7 items.  Don't wait until tomorrow to get started.... your business depends on you to create the momentum.  Now is the perfect time to do it.

One Minute a Day to Success

I have a short attention-span, so when I created this blog, I decided my platform would be quick tid-bits of information.  Marketing tips, motivational thoughts, recommendations and the random funniness.  This is how I work best... quick, to the point and simple.

Today I want to share one of the simple things that I utilize and believe contributes much to my success.  Every day I repeat my business goals/affirmations.   This keeps me focused and makes sure my daily tasks are taking me directly towards the accomplishment of these goals.  I've experimented over the years and tried a variety of methods.  I've written them 10 times each, I've taped them to my mirror and said them out loud and I have mentally visualized them throughout the day.  At this time, I like the visualization.  It keeps me motivated and on track as I am working.

The most difficult thing to this simple task is to remember to do it.  Until you are in the habit, keep the reminders visible.  Don't worry if you miss a day... just do it as soon as  you remember.  A few other thoughts....

• Keep it to about 3-5 goals.  I currently have 3.
• State them in the present tense.  "I am closing 8 loans each month"
• Share your goals with others - this makes it more real to you and pushes you to work harder
• Try different ways to see what works for you.  Written, typed, verbal, mental
• COMMIT.  This doesn't work overnight.  But it does work!

I'm going to go out on a limb and share my current goals with you.... They are simple yet work amazingly well for me!

1. I am talking with potential customers daily about my speaking, products and coaching.
2. I am earning XX each month.  (I'm not going to tell you EVERYthing:)
3. I am balancing my work and family - and succeeding at both.

Take a few minutes and write down your top 3 goals.  It really is that simple.  If you have a different method that has worked for you - please share it in the comments section!

Another great idea!

One of my coaching clients, Corey Newell with Pacific Residential Mortgage in Boise, ID shared something their origination team has implemented to help keep them motivated and focused on improving.   Each week they meet together for a "goal setting session."   This is a short meeting, about 20 minutes designed specifically to set a goal for the week.

For example, one week they agreed to work on verbally asking for referrals.  The goal was to do this as often as possible during the week and then report back.  Most of us in sales have a competitive nature and this is a motivating way to take additional steps in your business.  Another week, the goal was to get their CMPS applications completed and submitted.  Not a big deal, but they had all been procrastinating.  Now it got accomplished.

The very act of making yourself accountable to someone else (a group is even better!) will improve your performance.  You will also find yourself and the others involved becoming more positive and encouraging.  I firmly believe that when a group of originators work together, they all become more successful.