Bliss Sawyer's Marketing Blog

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.