How many of you have been in the mortgage industry longer than you care to acknowledge? It really doesn’t matter what your role is within the industry whether you sell leads, loans or houses you have more than likely found yourself in a rut. The hard thing is to realize that you are in a rut or that you are simply going through the motions.

I think we have all seen better days and when I say better days I mean easier days. Money is no longer falling out of the sky, if it ever did, it never really has for me. I have always had to put in late hours and long days to see any kind of success. The problem I have seen with many industry professional and the reason why many have recently fallen short is because they have not been able to find that driving motivation that they first had when they entered the industry. They forgot what it takes to really work for a sale. Now, I many of us have relearned what it takes, but for the others here is a little tip to get back into the groove.

My favorite marketer, Seth Godin recently asked what would you do if you had to charge more than the competition. Brokers, what would you have to do if you HAD to charge a half a point to a point more than the competition? Lead sellers, what would you have to do if you had to sell your lead for $10 more than the competition? How would you make this price premium worth it to the customer? Would you be able to create the added value for clients for the price increase to make sense?

Seth then asks, now imagine doing those things for the average market price or better yet, slightly less than the average market price. You would clean house, wouldn’t you?

I think many of us have forgotten what it takes to stand out from the crowd. Many have became complacent and risk being squeezed out of the market if we don’t get our acts together. Maybe this will help you raise the bar, I know it helped me.

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