As I'm doing some research on a project I'm working on, I realized something and how it relates to the mortgage business. If you're a Loan Officer that's been in this business for while, you should have had some ups and downs in this business. This is one of the few businesses where you could literally be on the highest of highs after a phone call and 30 seconds later, be at the lowest of lows with another phone call. The emotional rollercoaster can switch just that fast. It's not right or wrong, it's just business.

Here's the concept about this situation, WE as Loan Officers can control how we react to this. What I mean is when this situation happens, what do we do? We start to scramble and try to regain whatever it was that went wrong, or whatever had changed with that second phone call, right? AND, if this phone call happens at the end of the day, or on Friday afternoon, what happens? It brings us down for the evening or the weekend. We are thinking what we could do to salvage that lost business or how it all fell apart on us.

My question is why? Why do a majority of us focus on this lost business? Oh, I'm sure we do it because we want to know what happened so we can make sure it doesn't happen again which is the normal thinking process. But again I ask, why?

Why do a majority of us not focus on the GOOD phone call? Focus on what went RIGHT with the first phone call (the one that gave us the highest of highs) and duplicate that process again. Surely, someone will say say, "I did the same thing for both transactions, one went right and one didn't, I need to find out what happened."

That's all good, but if you did the same thing for both, why worry about the one that fell apart? Focus on the one that went right. Train your mind to visualize everything good that happened in that transaction. As a society, we are trained to look at the negative, it's up to YOU to train yourself to look at the positive.

Think about how you felt after the GREAT phone call, wouldn't you want to duplicate that feeling as much as possible? Something to think about.

Now I would like to invite you to http://www.TheMortgageNation.com to get a FREE 6-part E-course on the Inner Game Of A Loan Officer. You'll also get "An Open Letter To A Loan Officer" by going. If you're a Loan Officer in the mortgage business, this is a MUST READ. You'll also get access to The Mortgage Mailbag, a free weekly Q&A about the mortgage business. Check it all out at http://www.TheMortgageNation.com

Source: www.isnare.com