People love to find someone who has seemingly “figured it out”.  Whatever “it” is will depend on what the person is seeking.  In the world of mortgage lending, I have figured a lot of things out…

I have “figured out” that while people typically call to talk about mortgages, the conversation really needs to be about money.

I have figured out that the two biggest mistakes home buyers make is treating a mortgage and the process of obtaining a mortgage like a commodity, and not seeing how the financing decisions impact virtually every other aspect of their financial life over time.

I’ve figured out that the correct money game everyone should be playing is the Net Worth game, not the “high income” game or the “debt-free” game, or the “low fee” game…those are all simply parts of the bigger, more important Net Worth game.

I’ve figured out how to help mortgage professionals think, talk, and act differently so that they finally can truly differentiate themselves and the value they bring in their marketplace.

I’ve figured out that confidence is the key to just about everything, and it is what all of us are struggling to have more of.  From this, I’ve created systems and tools to help increase my confidence, as well as the confidence of my team, my partners, and my clients.

I’ve figured out how to help homebuyers and homeowners make smarter borrowing and repaying decisions month in and month out, long after we’ve helped them refinance or move into their new house.

I’ve figured out that people truly don’t know how mortgage interest rates work and aren’t really sure what questions they should ask…so they ask the only two they know:  “What’s your rate?” and “What are your fees?”

I’ve figured out that most people aren’t necessarily looking for the cheapest or fastest or easiest…they just don’t have the confidence or experience to know that honesty and transparency do exist in the mortgage industry.

I’ve figured out that I really don’t have to sell anyone a mortgage.  My job is to help them achieve a bigger, better, safer financial future for themselves and their family.  And when I focus my entire unique process of mortgage planning and advice on achieving just that, I get paid very well when they choose me to assist with their mortgage needs.

When I take the time to think about it, I’ve figured out a lot of things that can really help me to better help others.

What have YOU figured out in your business?  What drives you crazy about your business that you’ve made it your mission to change or improve?  Knowing that the next prospective client or potential business partner is looking for someone who has “figured it out”, spend some time listing out the things you’ve become crystal clear on in your business or industry and share that.  Be confident in letting others know you’ve figured something out.  Then get to work on showing how this will help them.

What is more important in your business than helping your clients overcome their greatest fears and objections and then providing clarity, confidence, and direction?