I exchanged emails with an extremely successful friend in the mortgage business over the weekend. He was having his best month ever, but was nevertheless feeling very down. The constant grind of the business had gotten to him.
His focus is on awesome customer service and on growing a great business, but he doesn’t have a larger “why.” I shared the info in today’s blog with him, and it really picked him up.
We took Simon Sinek’s excellent book “Start With Why” to heart years ago, and it did two things: (1) It drastically increased our business; and (2) it made business much more fun for all of us.
Sinek’s primary point is this: “People don’t buy what you do, they buy why you do it.”
Here is a great summary of the book: Short Summary of Start With Why
And this is Sinek’s famous Ted Talk.
Sinek’s broader message is this: if you’re just in it for the money, you’ll make less of it, you won’t inspire your team, and you’ll have less fun.
The key is not to confuse your “Why,” your “How” and your “What.” See Apple’s example in the above summary.
At JVM, we actually have two “Why’s” that go hand-in-hand.
Why #1: To disrupt the mortgage industry by replacing the loan officer model with a “super team” model that provides astoundingly positive client experiences.
Why #2: To build a thriving organization where employee satisfaction trumps all other values including growth and profitability.
Our How: Our People. We hire, by far, the best educated, the best trained, the smartest and the most congenial team members in the industry. No bank or finance company in the world touches our hiring standards.
Our What: We consistently foster astoundingly positive client experiences in a way that no other lender can (b/c they don’t have our “why” or our “how”).
In any case we strongly suggest finding your “Why;” you’ll make more money and have more fun.
Founder/Broker | JVM Lending
(855) 855-4491 | DRE# 01524255, NMLS# 310167