I have biked 50 miles in all the pink states and yellow is where I am headed this year. I will be riding from Minneapolis to Fargo, my first attempt at long distance touring so I am very excited!
I am available for a two hour live event in Minneapolis on June 7th and Fargo on June 13th. You will get a screaming deal and NO travel expenses. Email or call if you are interested and want to discuss details. bliss@blisssawyer.com or 806-577-3937
Last week, I decided to do Lotoja - a 206 one day race from Logan, UT to Jackson Hole, WY. It's been on my bucket list for a few years to complete by the time I turn 50. It's grueling. It's full of steep hills and possible crazy weather. It's a freaking 206 miles in one day.
Luckily, I'm married to an exercise physiologist (Professor Honey-buns to you) and have a good friend that has raced Lotoja a few times. Unfortunately, those two great guys can't wave their magic wands and make it easy. They can coach and encourage, but time in the saddle is all me.
Here's my plan - in 2015 I will do the race with Professor HB as a relay (five stages). I will do stages 2 and 4 and he will do 1, 3 and 5. The goal is to stay with him on #5 so we finish together. Then in 2016 I will do the entire race, I will be 49 years old. That's a really long time to have a goal and stay focused. Luckily, I've got Coach 1 and Coach 2 to help. I will also track my progress through this cool app: Strava, and focus on continually improving.
What does that have to do with Mortgage Origination? Everything! I have a coaching client that has been doing loans less than a year and it has been discouraging at times. I asked if he would be willing to work REALLY hard for two years if it would guarantee him an income of $100,000. Of course he said yes. This industry CAN guarantee you a six figure income but you have to be willing to pay the price and do the time. Here were my suggestions:
Where do you want to be in one year, 11 months, one week and four days?
I just spent a few days in Nebraska and South Dakota biking. I am now two states closer to my goal of biking 50 miles in all 50 states... and it was a blast! Nebraska was pretty easy, a little windy but flat. South Dakota was another story. It was beautiful but there were crazy hills everywhere we rode.
On one of those hills, as I was trying not to throw up my lungs, I started thinking about goals and the correlation between success in ANYTHING and our ability to stick with a goal. I've also been reading The Compound Effect and have been inspired to evaluate what I want to accomplish and how I can get there. It's all about being the tortoise and not giving up. And that was me on those crazy-ass hills. A sweaty, determined tortoise.
The best part was the feeling of accomplishment when I was done. When I caught up to Professor Honey-Buns at the end (who does not struggle with vomiting vital organs) he said "You did it and you are awesome!" To which I responded "Why yes, I did and I am and aren't you lucky to be married to me."
I still have 30 states to go, none of which are close to where I live. It won't be easy and it won't be quick, but it will absolutely be worth it. The crazy thing is that I've had this goal for quite a few years and I've never quite felt the determination I feel now. I think it is because I can see progress - every time I park in the garage those license plates are saying "you can do it!".
Setting goals is the easy part. Finding the determination, resilience, and will to continue up all the hills is the hard part.
This wall of licensed plates is right inside my garage and is a constant reminder of my goal to bike 50 miles in all 50 states. It's also a reminder to keep ALL of my goals visible. I have a "review and revise goals" recurring appointment on my calender so that once a month I take the time to see where I am in relationship with the goals I have set for work.
It's been a while, but I finally have my last western state done. Last weekend I biked my 50 miles in Nevada. 18 states down, only 32 more to go. 95 degrees was a bit of a challenge for this gal, but I finished it! Woot woot!!
I like to set goals. It's a sickness.
In January I set a crazy one to bike the Alpine Loop. I put it on this blog because I knew I would need accountability. I don't want to disappoint the blogosphere.
Call it my need to prove that I'm not a loser, but this was important to me. Working towards something difficult is an important part of life. This includes our success at work. Aim high, set your goals and then work your tail off. It'll hurt at times. You'll doubt yourself and want to give up at some point. You may even wonder why on earth you set such a difficult goal.
Yes, I complained. There might have even been a few bad words cross my mind. At one point where it felt like an 23% grade, if I were pedaling any slower I would have been going backwards. But I kept thinking of the reward. Downhill from the summit to Sundance Ski resort. Yes - I was a couple of miles ABOVE the ski resort. It was breathtakingly gorgeous.
A friend asked my why I didn't just drive the Alpine Loop. I feel perspective is different when you have worked so very hard for something. I've driven this road and it is beautiful, but this was about conquering the road and reaching my goal. Which made it even more rewarding.
Thanks for the accountability :)
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.
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.
Last week I drove down to Shreveport, LA to do a bit of training with Team Thaxton. I've been coaching Louise and her loan officers for about six months and absolutely loved getting to spend time (and eat FABULOUS food) with all of them. Southern hospitality was out in full force.
Louise and I at dinner
Rather than just spend the day with Louise's loan officers, we decided to do something that would also help their Realtor relationships. Realtors were invited to a lunch and learn to hear me speak on creating momentum through passion, branding and vision. (BTW - This is a great way to add value to your Realtors!!)
There was a great turn out with standing room only. Feedback was very positive both for the presentation as well as the appreciation to Louise for putting the event together. It was a great way to prove that they wanted to help the Realtor's business. At least three of the agents commented to me that it was so nice to go to a presentation where they weren't being sold something.
Later that day, I sat down with Louise and six of her loan officers for a bit more training and brainstorming. We had a fantastic time talking about overcoming obstacles and being focused on increasing production. This was a great opportunity for me to spend time with people I normally only get to chat with during coaching calls.
One of the things we did was brainstorm grabber marketing ideas. I had stopped by the dollar store and picked up about ten things. The creativity was definitely flowing... so I thought I would share a few of the ideas:
I also had the chance to bike in Louisiana. It was a bit humid for comfort, but absolutely beautiful! I am now done biking 50 miles in 18 out of the 50 states... it is a little sad that I am moving back west where I have biked all but one (Nevada) of the states.
If you live in a state I haven't biked yet and want to arrange some training, let's chat and see if we can't put together something that helps us both :):)
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.
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.
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.
I've discussed marketing and biking before... but today I realized how easy it is to get out of the habit of doing the important things (and of course, I'm going to relate it to biking :) I love to bike, but I haven't been biking much lately. Why, you ask? Well...
Get my point? There really hasn't been a good excuse to give up something I value so much. When I bike I am able to:
This example is much like your marketing. How often do you NOT do those marketing tasks that are important, but not necessarily urgent? There's always an excuse... but it probably isn't a good one.
Here's an assignment for you (just realized I should have saved this for Monday's Coach - oh well, you have two assignments for this week.)
Make your own list. First, list the reasons you ARE NOT marketing and then list the reasons you SHOULD BE marketing. Then go do it!
And just in case you were interested... here's a few picts from my ride.
The bike. Yes, sometimes I like it more than my kids.
Go Texas Tech!
This is a fence company and I LOVE that cedar smell.
Yes... if you stand on a tuna can, you CAN see Mexico.
Cotton is ready to be harvested and yes, it does feel just like a cotton ball.
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.
This is an article that first appeared in the Competitive Edge Newsletter.... I've been trying to get a few rides in each week and thought back to my sentiments. There is great potential for a Realtor-driven business in today's market. Don't miss this opportunity.
I have a passion for biking (the kind with shorts, not leather) and marketing; so when I can write an article on marketing that uses a biking analogy, life is good.
Some time ago I hurt my knee while riding. Twice, I tried to get back into it but pushed myself too hard and was again in pain and frustrated. It’s now been awhile and today I felt like getting a bit of West Texas dust between my teeth, so I jumped back in the saddle.
As I started my ride, I noticed the computer attached to my bike was not working. I use this to track MPH, RPM along with a few other acronyms, diligently pushing for better performance. Today, without the computer, I decided to just enjoy the ride and see what happens. My expectations of myself changed and I focused on the joy of riding rather than the results.
Your Realtor Marketing attitude should have the same shift. This doesn’t mean you don’t keep track. What I mean is that you should enjoy the ride. Realtor marketing is often frustrating and difficult with minimal results. Here are a few tips to keep Realtor Marketing something you WANT to do.
1. Work with Realtors you like. Your marketing should not be a shotgun approach. There are enough out there that you can pick the ones who have the same work ethic and values as you. Ask yourself this question: Would I go out to dinner and a movie with this person?
2. Make it fun. Using the same old, same old marketing is not going to light your fire – or theirs. Do something that makes them laugh. Be creative. You should be laughing as you develop and deliver. Take some risks this year. Can’t hurt. Just might help.
3. Be a friend. Relationships sell mortgages. When a Realtor tells their client that they HAVE to call their lender, it is usually because they trust you, like you and know you. In the current environment, consumers are going to be placing more and more value on the recommendations of their Realtors. Your marketing should move relationships to friendships.
4. Be flexible. I’ve said it before – even if a Realtor is your best friend, if they aren’t at least trying sending you business, it may be time to cut your losses. You are spending money and time on Realtors; make sure you are spending wisely.
5. Remember the benefits. I often hear loan officers say “I really don’t want to work with Realtors.” Realtors can be a key part of your business success. Don’t forget the simple truth that they have the ability to refer clients to you.
6. Keep the ibuprofen handy. I felt a few twinges in my knee right after the ride – nothing a few painkillers couldn’t handle. Realize that marketing to Realtors will have ups and downs. Frustrating times and enjoyable times. Let the discouragement roll off your back and focus on the good.
Rates are great and it is a fabulous time to purchase a home. Let your Realtor’s know that you are enthused and ready to help THEM have a great year.
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.
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!
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