We all want to own a business and step out of production. But do we want this because we’re better at managing our business or because everyone else is trying to get there? When does it make sense to stay in production? In what cases isn’t growth a positive change? And how can we get better at prospecting? In this episode, John Burnam talks about finding our strengths and the tactics he uses to prospect and nurture his database.

 

Three Things We Learned From This Episode

1. More volume doesn’t always mean more profit (03:00-04:30)

Don’t grow too fast. There are many challenges that come doing so, and in some cases, fewer units can sometimes lead to more income. At the end of the day, it’s not about how many units we make but how much profit we have. But every now and then our ego makes us blind to this and we just want to be able to say we sold a certain number in sales volume.

 

1. Staying in production isn’t a bad thing if it suits our skillset (06:00-07:00)

We all want to have the title of business owner, but the truth is that some of us make more money while in production because this is what we’re good at. We have to ask ourselves what our strengths are, because if we allow ourselves to be led by our pride, we might end up playing to our weaknesses.

 

1. Categorize the contacts in your database (18:00-19:00)

Categorizing everyone in our database makes it easier for us to organize our work and decide when we need to call certain people. Also, we need to ensure that each call we make has a purpose, whether to build rapport, ask for referrals, or promote something.

 

Resources

• Take your mortgage business to the next level. Visit nextlevello.com for more information.
• Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule

 

Whether we’re running a company or still in production, we need to organize the contacts in our CRM and create a folder with tasks for each day of the week. This way, we can ensure that nobody in our database is neglected. When it comes to staying in touch with people, it’s also important to find a way to provide value and to have a reason why we’re calling. Otherwise, the people in our database will stop answering our calls.

 

Guest Bio-

John Burnam is a mortgage loan originator at SWBC Mortgage in Austin, Texas and has over 15 years of experience in the mortgage industry.

His mission is to provide excellent rates and service, and he’s managed to do so with his highly qualified team.