David Hayward | The Money Institute | February 22, 2011

We often get asked what is the difference between those mortgage lenders who can generate the really big loan volumes consistently, so over the $60 million per annum mark and those who just manage to survive. It is really good question but from our experience of having trained over 1500 mortgage professionals, it would come down to the following key things:

1. Defined Purpose- so they know exactly WHY they are doing what they are doing
   
2. Defined Goals- we would like to think of them as outcomes for their actions planned in advance
   
3. Great Plan- a simple but well thought out METHOD of achieving their outcomes (goals)
   
4. Strong Belief- in themselves and their abilities to achieve their outcomes
   
5. Unwaivering Faith- that they will achieve what they set out to get, no matter what.
   
6. Controlled Thoughts- being in control of what their minds are doing & remaining positive
   
7. Inspired Action- taking inspired action to achieve the outcomes they have set
   
8. Strong Discipline- to keep to the tasks being set & to always continue
   
9. Great Expertise- being the best at what they do and always learning & growing
   
10. Response Ability- taking the personal responsibility for their own success

These are the golden rules for success, as we have seen them over the last 20 years in this business. Clearly they will translate into customers, who seek them out for their service and then refer them on to their family & friends. But it doesn’t happen without all the things you see above.