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Top originators have a plan and more importantly, they work every day to execute their plan to deliver superior results. It is not unusual for average producers to have a plan, but they have difficulty carving out the necessary time to execute their plan; and time just continues to pass without the needed results. Organization and time management are critical for success. Working an originator's plan must be a priority in order to expedite change, expedite new relationships, and expedite results.
During a recent one-on-one coaching session with a veteran originator, he explained his 2025 plan. The plan was well thought out. His plan was focused on building new vendor relationships with a targeted group of prospects that are well-aligned with his funding capabilities. His plan included detailed steps which he needs to execute and benchmarks for measuring his progress. His plan was aggressive, yet achievable. I asked the originator how his 2025 plan differs from his 2024 plan; and discovered that his 2025 plan was exactly the same as his 2024 plan - which had never been executed. The originator claimed that he was unable to facilitate the plan in 2024, because he was too busy processing transactions. However, his production in 2024 was his lowest production year since 2018.
The problem is not the plan. It is the originator's ability or willingness to execute the plan.
A strong plan only becomes an excellent plan when it is fully executed. Being busy is no substitute for being highly productive. Top originators prioritize their plan every day and focus on maximizing consistent results.
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