Khai McBride

Dealing with change in our industry

A coaching client of mine asked me recently "Khai, I'm having a hard time dealing with the changes in the mortgage industry.  Things have been so different over the past few years.  It's difficult, not fair and I'm worried that we might even be out of jobs soon and then I'll have to find a new career.  Do you ever feel like this and if so, how do you handle it?"

I thought about it for a second and then responded "You know, when I think about it, my life has always been about change and I never thought they were fair:

• I remember dealing with the change of having a new baby sister and why it wasn't fair I couldn't have my own room anymore.
• I remember dealing with the change of going from elementary school to middle/high school and how it wasn't fair that some of my friends could stay out later than me.
• I remember dealing with the change of turning into a responsible young adult and thinking it wasn't fair when I didn't get into certain colleges even though I worked hard and had good grades.
• I remember dealing with the change of my parents divorce and thinking that it wasn't fair my sister and I couldn't live with both of them anymore.
• I remember dealing with the change of moving to a new city and why it wasn't fair because I hated the new one.
• I remember dealing with the change of graduating college, getting a real job and how it wasn't fair the IRS took a big portion of my paycheck.
• I remember dealing with the change of being married and why it wasn't fair my wife had a say in everything I spent from now on.
• I remember dealing with the change of my career in technology, when that industry crashed and I thought it wasn't fair I had to get a job in the mortgage industry and learn new skills to support us.
• I remember dealing with the change of getting older and why it wasn't fair I didn't have a lot of energy anymore and why I couldn't eat all I wanted anymore.
• I remember dealing with the change of having kids and why it wasn't fair I couldn't sleep well anymore and why I couldn't go out freely anymore without finding a sitter I could trust.
• I remember dealing with the change of having to take my kids to school and why it wasn't fair that I have to worry about picking them up at 3p in the middle of the workday or pay expensive after school care fees.
• I recently, I am dealing with the change in the mortgage industry and why all the new regulation isn't fair to those that have been honest hard workers.

There's many changes in life and we never think they're fair.  For me, the two biggest changes I've had to deal with in my life are my parents getting divorced and having kids.  How do the changes in the mortgage industry and its fairness compare to that?  Not even close!  If there is another change in my life, so be it because that's how my life has been anyways and I've adapted each time just fine.  Life is about change, without it, you'd be dead.  And many people think dying isn't fair..."

"You know" he said, "I never thought about it that way.  I've had just as many changes in my life and I've dealt with them fine.  Thanks, I feel better."

Become Addicted to Finishing

Why do some people achieve their goals more than others?  It's simple...they finish what they start!  Far too often, people start goals, tasks, projects, ideas, assignments and never finish.  And if you don't finish, you can't achieve your goals!  I'm much more addicted to finishing than I am starting because I like closure.  Without closure, I live with the heavy baggage of knowing I didn't reach my goal but more importantly, I broke a promise to myself.  If I tell myself I'm going to do something, I do it.

Now, there's also a big difference between not finishing and deciding to never finish the goal.  If finishing your goal is no longer relevant to you or someone else, than it's ok to decide to not finish.  But at least you can delete it off your list and create closure.  It's the things that are still relevant that are left dangling in your mind that you need to finish.

The biggest list of goals I have is probably my 43things.com list.  It's the things I want to finish before I die and because I don't know when I'm going to die, I'm doing everything I can to do them quickly!

So there you go.  Grab all those lists of unfinished business you have in your life and either delete them or finish them.  Become addicted to finishing and you'll start achieving everything you want in life!

See my 43things.com list

Monetize Your Passion And Crush It!

"If you like Smurfs...Smurf it up!" - Gary Vee

Like Gary Vaynerchuk says in his Web 2.0 presentation...there is no reason you should be doing stuff you hate, because you can lose just as much money being happy as hell.  In this presentation, Gary inspires us all to make money doing what we love.  The internet and social media have finally leveled the playing field allowing just about anybody to create a strong market presence and monetize their passion.

I am a first hand testimony of this concept, building both of my businesses in 2009 through social media while having a really fun time doing it.  If you have 15 min, this is definitely a video worth watching.

Join Me in the Mastery Business Plan Online Networking Lounge Wed 2p PST

Mastery Business Plan is ONLINE this year

Mastery Business Plan Online brings the most powerful event the mortgage industry has ever seen…right to you – in the convenience of your own office!

You get real answers and practical strategies to thrive and win in today's market.  Our cutting-edge technology allows you to participate in Mastery Business Plan Online with no travel, no hotels and no hassle.  Plus, with your business plan already loaded into the Online Business Planning Tool…you'll be ready to implement your plan immediately!

Winning strategies from our all-star line-up

Mastery Business Plan is the one must-attend event for loan originators who want to reach and maintain top-producer status. Register now for this unprecedented, one-of-a-kind online event that brings the industry leader to YOU!

• Discover practical strategies to conquer and WIN in today's market.
• Get real-world solutions from top mortgage industry trainers.
• Determine the tools and knowledge you need to create new opportunities, and breakthrough techniques to generate new business.
• Create your customized business plan to guide you to success in the next 12 months. Click here to learn more about the Business Planning Tool.

Participate in Mastery Business Plan Online and you get powerful strategies to grow your business from the most progressive thinkers in the mortgage industry. Our all-star line-up covers everything from mortgage industry essentials to selling, marketing, team building and much, much more. It's all about achieving excellence and getting results. Register today! http://www.masterybusinessplan.com

Two Keys to Success

Marilyn vos Savant, the person with the highest recorded IQ, was once asked "Can you tell within a few minutes if someone will be successful?"  Her answer (and I'm paraphrasing here): "Absolutely.  All I have to do is figure out who they associate with and what they feed their mind."

Really simple.  If you want to be successful: 1) hang out with successful people, to absorb their wisdom, habits, and attitude, and 2) feed your mind with positive knowledge.

Your Likeability Factor

What factor influences a customer to want to do business with you the most?  That they like you, believe you, have confidence in you, or trust you?  According to sales/business authorities Jeffrey Gitomer and Tim Sanders, it's being liked.  Being liked leads to the rest.  But if you are not liked, the rest doesn't matter, because the customer won't want to engage with you.  In order to become a trusted advisor, you need to be liked first.  Become a friend.

According to Tim Sanders, the 4 factors of being liked are:

1. Friendliness - the threshold of likeability
2. Relevance - how you connect with another person's wants or needs
3. Empathy (not sympathy) - can you make them feel you understand their situation
4. Realness or authenticity - lack of realness, like lying, hypocrisy, or insincerity can suck your likeability down.

Many of us in the sales profession spend time and money learning ways to create trust, confidence or belief, but how many of you work on your likeability factor?  I can attest that once I started working on my likeability factor, business became easier because it was easier to create relationships.

Check out these videos by Gitomer and Sanders.

The 10,000 Hour Rule

The age old question: Are successful people born or made?  According to Malcolm Gladwell in his book "The Outliers", he says that although you cannot discount natural talent, those that have achieved success were willing to put the time, focus and energy toward their success.  According to Gladwell, those that reached the top of their game put in a minimum of 10,000 hours practicing their craft (FYI, that equates to 40 hours per week for 5 straight years).  In a world of instant gratification and new rising media stars every minute, we tend to overlook the fact that those who have sustained success did so because they put in the necessary hours.  How much time are you spending studying and practicing your craft?

Engage Your Audience, Don't Marry Your Script

When it comes to delivering an educational presentation, probably the best tip I can give someone, is just relax up on stage. Don't think of it as a presentation, think of it as a big discussion. Don't be afraid to be casual with the audience and say unscripted things like 'Wow, those lights are bright' or 'Man, I need some water'. Pause, take a drink, walk around. We speak because we are there to teach. We need to make sure our content is good and we have the right intent. We don't need to be ultra polished.

Many industry speakers I know start with, 'Just so you know, I'm not a professional speaker, so forgive me if I have to look at my notes. My main goal is to educate you today.'

I once spoke at Mortgage Planner Summit in Vegas, and I had to follow the most charismatic speaker, who got the audience of 1,200 up on their feet and cheering. I remember thinking, 'How am I going to follow that?'

When I got up on stage, however, instead of starting my presentation right away, I just went with the moment. I looked at the audience and said, 'Wow, I can't believe I have to follow that. I would normally feel inadequate, but he really pumped me up too. I just feel like yelling 'Show me the money!' I then spent a few seconds running around the stage like Jerry Maguire yelling, 'Show me the money!' 'Who's coming with me?' 'I love mortgage people!' It relaxed me and got the audience to reengage itself with me.

Jeff Gitomer, one of my favorite speakers, teaches his students to be friendly, not professional. And that's what I believe. Don't be afraid to be casual and relaxed on stage."

My DISC Profile

"Khai, your Classical Profile Pattern is the Creative Pattern.  As Someone with a Creative Pattern, you tend to seek unique accomplishments and innovative solutions...You may often try to dominate a situation or take control of your environment...For you, change is usually far from threatening.  Rather, you often view it as exhilarating."

That's a small excerpt from my personal DISC Profile.  DISC measures:

• D - Dominance: shaping the environment by overcoming opposition to accomplish results
  
• I - Influence: shaping the environment by influencing or persuading others
  
• S - Steadiness: cooperating with others within existing circumstances to carry out the task
  
• C - Conscientiousness: working conscientiously within existing circumstances to ensure quality and accuracy

If you've ever wondered why you excel or struggle in certain areas, these tests give you a good starting point for understanding your strengths, weaknesses, and tendencies.  The important thing about knowing your core characteristics, is understanding how to leverage your strengths.  For example, I have fairly low I, so I should stop struggling at trying to be a "networking machine".  It's just not comfortable and not my strength.  Instead, I've learned to embrace my other strengths to create relationships based on systems.

There are 15 personality patterns according to DISC: Achiever, Agent, Appraiser, Counselor, Creative, Developer, Inspirational, Investigator, Objectional Thinker, Perfectionist, Persuader, Practitioner, Promoter, Results-Oriented, Specialist.  Click here for a sample test and go to page 15 for the different personality types.

I highly recommend everyone take one.  You might be surprised at what you find out.

I'm hosting LoanToolbox Talk to the Experts July 21st

If you are a LoanToolbox member, submit your questions so I can answer them!



Presenting with Power Edition of Talk to the Experts!
Tues., July 21, 11am PT (2pm ET) - Call (916) 233-0566 code 7983

RSVP and submit questions by July 17th at 3:30pm PST
Don’t wait. Send in your questions today. The only bad question is the one you don’t ask! RSVP@LoanToolbox.com

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About the Call:
July is Presenting with Power month at LTB, and we're pleased to announce this month's Talk to the Experts on this important subject. In this valuable edition, MSS Faculty Leader Sue Woodard teams up with Contributing Faculty Members David Kuiper, Khai McBride, and Jodee Brydges to answer your most pressing questions about preparing for and giving presentations.

Remember, while our hosts may be polished speakers now, they weren't always this way. And there's a lot to be learned from their successes and their mistakes.

If you have any questions about giving presentations, including preparation, strategies for overcoming fear and procrastination, topic ideas, marketing and follow-up, do not miss this great opportunity to get the answers you need from the professionals you trust.

In the meantime, be sure to visit the Presenting with Power page within LTB throughout the month for more great content on this important topic.