I think you will agree with me that if we look closely we will see examples of “follow the 
herd” mentality within our own and other industries. 
For instance, my brother-in-law is in the car business and we were enjoying a nice glass of Scotch and some casual conversation while he was lamenting over the state of the car business.

The “way everybody does it” in the car business is to stretch out the length of the loans and lease 
payments so as to offer the lowest monthly payment as a means of getting people to buy from them.  Of course this now becomes a race for each competitor to see who will “have the lowest payment”.  Ummm, sound familiar?

I could not help myself… I asked him,  “Doesn’t this work against you in 
terms of customer retention and repeat business, and doesn’t this put pressure on your commission?”

I went on to ask him “what if you 
made a point of showing customers 24, 36, 48 and 60 
month schedules, including how much interest is paid 
in each case, so as to encourage the buyer to take the 
shortest term he can afford–because this gets the 
customer ready and able to trade-in for a new car
 earlier.”

Then I said what if you created a new program called “Debt-Free in Three” where he teaches his customers how to make small 
extra principal payments on their car loans, so they 
save money on interest and are able to trade-in 
quicker to a newer model.

This is a great example of taking a look at the 
direction the herd is moving, then looking 
carefully in the opposite direction. Also known as “Doing a 180”, I know shameless plug…

I think this is the same with the mortgage industry. Lately, there has been much talk about showing our clients we have the lowest rates by cutting our commission.  Since many in our business 
are seemingly moving toward this path, that makes 
a strong case for why we should go the other way.

I am actually showing clients why steadily increasing their mortgage payments as interest rates rise with my Inflation Hedge Mortgage Strategy is a sound strategy.  The best part though is that NO ONE else that they are talking to is telling them to do that.  I like that.

I am showing clients that taking a 10 year mortgage with a HIGHER rate then my competitor (vs. a 5 year fixed interest rate) is suggesting is quite possibly the best strategy for them.

Rather than following the herd too quickly by only competing 5 year product to 5 year product, it makes 
good sense to look carefully at every possible 
opportunity for you to compete selling strategy against those who do not sell strategy in your business.

  That is a game I know we can win.

If you watch this FREE video I will show you exactly how I do it.  There is nothing for sale in this video, just some training tips.  I know you’ll differentiate yourself from your 
competitors, make your marketing message stand out 
from the pack, and impact more clients to choose you.

Let’s Be Awesome Together,

Greg

I have been speaking before about the devastating effects of disintermediation before.  In fact during a cross Canada speaking tour with Verico two years ago my talk’s main thesis was that as brokers we need to start recognizing the clear signs that disintermediation was upon us.  I am not sure then that I knew for sure what was needed to be done, but I do know now.

I recall back then speaking about Astrum Financial who as far as I was concerned was the first member on our side of the battle to try something new and innovative to compete solely on price.  To be clear when I say “our side of the battle” I mean members of the wholesale mortgage channel.

Astrum was making a big wave on twitter announcing their bold new strategy, of charging Real Estate agents money (I think it was $50-$100) per month to have access to incredibly low (like as much as .70% below the best wholesale rates).  Then the Realtor would presumably refer their client to their in-house mortgage underwriter team to simply process the application. Astrum was able to attain these low rates by foregoing their commission on deals and simply living on the money they charged Realtors to have access to the rates.

I remember having admiration for their innovation, and announcing that there was no way this model would work.  Based on the rates they are now advertising on their site I seem to have called that correctly.  Why did I think this would not work?  The pricing model was clearly unsustainable.  I think they just simply were not getting paid enough from all the Realtors they signed up to pay people to process all the applications they would have got because of the low rates. For those brokers who now want to join the price war I encourage you to think hard about this decision.  Once you get to a point where the amount of commission you have had to buy-down to be more competitive then the other guy is more then what it costs you to deliver these rates then what?

The other thing I clearly recall was that I was incredibly concerned.  I knew that many people would see this model and versions of it would spread to brokers who rightfully so are innovating to create more business for themselves.

Enter True North Mortgage and Jim Tourlakis.  True North’s President Dan Eisner can be seen on this video clearly stating his companies position on the side of selling cheaper prices and accepting the fate of commoditization and either knowingly or not contributing to the acceleration of disintermediation in the wholesale Canadian Mortgage Industry.  It is widely known, and seemingly now not even hidden by Dan himself that his model is to forego commission on deals to buy down rates to attract customers.

In the mortgagebrokernews.ca article Jim Tourlakis also seems pretty clear what side he is on.  Without going into a long digression on how there seems to be inconsistencies in what these two gentlemen say about their respective models and what the results seem to be.  This is really not the point of my post as I do not know either of these gentlemen directly and above all I respect them as worthy competitors.  Where I grow concerned is whether they and all the other brokers who are now increasingly finding themselves in the “race to the bottom” on competing solely on rate, yes solely on rate.  I think it is hard to believe if these people say they win deals on their service, convenience, toll-free number insert random “added value” component here, when they are located on every major interest rate website and on their own websites as advertising clearly bought down rates.

What is the lesson for my reader that I would like to leave you with.  It’s time to make a choice. Will I sell rate or will I innovate and find other ways to win customers?  Will I say out of one side of my mouth “I offer service and added value and never buy down rates” and then out the other side of my mouth I advertise a bought down rate that essentially says “I am the cheapest, buy from me”.

I am not sure where this will end, however I know one thing, that as soon as our own people are buying down rates to compete then this is headed in the wrong direction.

By the way, if any of my readers personally know Dan Eisner or Jim Tourlakis please invite them to reach out to me.  I would love to have a healthy debate on this issue in front of our industry.  This is a conversation that needs to be had.

By the way if you are a mortgage broker and want to join the conversation then I encourage you to register for my upcoming webinar series “Threats to the Broker Channel”  Where I will be interviewing Paul Grewal, President of Street Capital financial giving us the lenders perspective and Gary Mauris Founder and President of Dominion Lending Centres.

Please let me know what you think of this worthy debate? What side will you be on?

photo credit: Adam Weiss

Last year I started a fun exercise for myself that was picked up with my members at my Mortgage Professionals Academy that I learned from Chris Brogan at Human Business Works.  By the way I also recommend reading his blog here.

The way it works is to empower more focus in my life and business.  Yes, the key is to pick three words that will help me focus on both areas of my life.  As an Entrepreneur there is no question or debate that could be made that as my personal life flows so to does my business life and vice versa.  After all I only have one life.

Last Year the three words I picked were Value, Prototype, and Focus.

With respect to value it was really about bringing blow away value in the things that I do.  I am happy with my results in this area as I reflect on my year.

Prototype was I think the most important of my three words.  By the second quarter of 2011 I realized that my future success in my business was to move my company into more of a software/technology company and making considerable investment in owning the technology that would power my ideas I had for my mortgage professional members.  I am happy that the major investments of having a dashboard that will run all my ideas for my members was completed, now I have to iterate, iterate, iterate.

Focus, alas has always been a challenge for me, (LOL, in fact as I wrote that sentence I glanced over at my e-mail and noticed a new message came in, guess what I did…) Anyway, I would say that I have always had challenges with “the shiny object theory” I have decided to not resist it anymore.  it is what it is.  A good friend of mine Phil Holcomb taught me that “What I resist persists”, so instead I will ensure that I put as many good practices in place to keep me focussed.  My team also has to know how best to manage me.  I think as a leader the more I allow my team to get closer to me the more they will want to help me.  I encourage all my readers who are leading teams, lose the mask and let your people know you more at your core, share your challenges and be more authentic in 2012, I am certain it will serve you well.

Okay, enough of last year, let’s move on to the year ahead. My three words for 2012 are; Run, People, Work.

Run:

Through some deep reflection this year I realized that I have had a nasty habit of avoiding unpleasant things, particularly if it will cause a conflict.  I have known for ever that intellectually this just does not make sense and certainly is not a productive way to live my life.  I know in 2011 I needed to make some tough decisions and instead I pretended I didn’t need to.  In 2012, I am practicing the opposite view and I will “RUN toward the grenades”.  I heard someone say this line and I loved it.  When grenades are going off in our lives I think many of us take the position of running before they blow.  Brave people run toward the grenade and put the pin in before it blows.  In 2012, I am committing to running toward grenades every week.

People:

I learned at 21st Century leadership that “As a leader I include my people in my life, I remember who they are”.  In the final half of 2011 I realized that the last long while in my life I was singularly focussed on my business life and was taking a very selfish position with the people in my life.  I think I took the position of “if it suits me then I will really invest in our relationship”.  Thanks to my little sister for pushing me to go to that place inside me to figure this out.  in 2012 I am investing in my PEOPLE.  I think for me this means I am giving not taking and investing means exactly that, put in the investment with the belief that it will come back in spades to me even if it is not clear how at the time I make the investment.  The secret is that my performance at work has gone up since I took more time to re-build relationships and deepen my most important ones.  I have lots of work to do in this area, hence why I have chosen this to be an area of focus for the whole year.

Work:

One of the best books I read in 2011 was “Do the Work” by Steven Pressfield.  This was a follow-up to his excellent book “The War of Art” which I also read last year. This month I re-read “Do the Work” and noticed that the uncomfortable feelings of fear, self-doubt, and anxiety were actually normal and can be managed as long as I PUSH through.  There is only one way to keep pushing and that is to keep working.  Don’t let my mind and inner resistances push me off course.  2012 is a year of execution for me and my community of Mortgage Professionals and we are all counting on me shipping my ideas and that is absolutely what I will do.  If you are feeling stalled then do one thing today, order “Do the Work” and read it, I think it may make the difference of whether you achieve the dreams you have for your business this year or not.

Now it’s your turn.  If you want to find your own three words then please let us know and I will send you the exercise to help you find your Three Words for 2012. Then once you have them will you please consider coming back here and leaving them in the comments below?   “Why would I do that”, you might be saying.  Let me give you two reasons, first once I make my Three Words public I think they become more solidified, and secondly, I like to know if I have impacted someone and so therefore I would really appreciate you for doing that.

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My Writing Assignment today comes from Matt Chevreau.  Follow him on twitter here

Next to Resistance, rational thought is the artist or entrepreneurs worst enemy. Bad things happen when we employ rational thought, because rational thought comes from the ego. Instead, we want to work from the Self, that is, from instinct and intuition, from the unconscious.

A child has no trouble believing the unbelievable, nor does the genius or the madman. Its only you and I, with our big brains and our tiny hearts, who doubt and overthink and hesitate.” - Steven Pressfield, Do the Work

The idea of “being realistic” holds all of us back. From starting a business or quitting a job to dating someone who may not be our type or moving to a new place – getting “real” often means putting your dreams on hold.

Today, let’s take a step away from rational thought and dare to be bold. What’s one thing you’ve always wanted to accomplish but have been afraid to pursue?

I am certainly prepared to accept that being “rational” holds us back.  I think it is one of the many things we do when we are playing small.  The irony is why would I want to play small?  Be fearful, doubtful, be a blamer, be critical of others and their ideas, and overall just slug through my life and business with the thought that I have no control over what is happening to me.  I think we rationalize these behaviours with some form of “I am being Rational”, or “I am being safe”, “I am comfortable, why would I need to change anything?

This is easy for me I think.  When I am playing BIG, and moving toward a worthy vision and living my life on purpose, I think I have actually less risk in my life. I understand that we are naturally wired to be “comfortable”  I wrote a post about this a while back.  I have learned that in order to be fulfilled, happy, and SECURE I need to be uncomfortable.  Embrace fear and excitement and yet move ahead anyway, shifting small.

In my experience as a coach I see people everyday getting in their own way.  Settling for “I’ll keep doing things the way I have been because I am comfortable”  I always wonder what will they do when things outside their control change the game, and I think this ALWAYS happens (recessions, rule changes, new entrants, better competitors, pricing model changes, buyers preferences shift, of course this list is endless).  In business this is simple, I am always looking ahead and Playing BIG in creating new ideas and strategies “just in Case” the game changes on me.  I am harder to hit I think when I am moving.

To complete this challenge I don’t really have to do much I think.  I already PLAY BIG all the time and as such I am daring to be bold all the time.  What I do have in front of me right now is no shortage of BIG ideas that I am bringing to market in the coming 90 days or so, and the most critical part is ensuring I execute brilliantly.  I am scared shitless about this.  Hmmmm, I must be on the right track then.

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New Workout and Nutrition Plan Starts Today

For several weeks I have been thinking about, getting ready, to prepare, to start considering, that I might start to workout again.  Today’s the Day!

Tony Robbins has said that there are only two ways we as people get motivated.  To move toward something pleasurable, I think this is less motivating then the other reason, to move away from pain.  I finally have enough pain to move.  Recently I have looked at some pictures of myself and let’s just say i have been relatively disgusted at how I look. As well I am concerned with my overall poor health.  Today’s the Day!

In the first 30 days I am using Tim Feriss’ Four Hour Body slow carb diet and for my workouts I plan to go back to my favourite workout regime of Crossfit.  I hope within 30 days to land on a worthy challenge for me to train for.  I just know my personality is such that if I have a challenge to work toward my journey is more sustainable.

I plan to chart my progress and plans on my blog.  Hopefully for those of you who know me well and my regular readers you will know I am not doing this to massage my ego.  Actually far from it.  I have a few family members and a few friends following along with me and I want to make it easy for them to follow along.  The biggest reason is to ensure I stay on track.  Another quirk in my personality I have learned is accountability is very effective for me.  If I put it out there that I am doing this then there is almost no chance I will stray off track.  I simply do not want people close to me to ever have the thought that I don’t go through with what I say I will do.  Finally, and most importantly I have the hope that many of my current readers or new readers who happen along will be inspired to follow along.  This would be super fulfilling for me.  After all I think my purpose in life is to create unexpected differences in the lives of people.  If a fat out of shape 43 year old can do it so can you will be the encouraging battle cry.

If you are uninterested in this journey then please stick around as I will of course be writing about life, change management, innovation etc. as I always do.  Just skip past these posts that are of no interest to you.  Cool? Great!

If you can not get a hold of the cookbook on-line for the Four Hour Body let me know in the comments and I will send it to you.

Here is Week One then

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Life wastes itself while we are preparing to live. – Ralph Waldo Emerson

Todays Post is inspired by Jonathan Mead follow him on twitter

If you had one week left to live, would you still be doing what you’re doing now? In what areas of your life are you preparing to live? Take them off your To Do list and add them to a To Stop list. Resolve to only do what makes you come alive.  Bonus: How can your goals improve the present and not keep you in a perpetual “always something better” spiral?

Of course we all have likely came across this question, or a form of it in our lives.  ”If you have one week to live, would you still be doing what you are doing?”  Followed by another question I am certain we all get “What would you work at for absolutely free, find that and you will find a way to make a lot of money.”

When I reflect on these questions I am reminded of something I recently read from Derek Sivers new book “Anything You Want” where he told the story of Kurt Vonnegut and Joseph Heller who were at a Billionaires extravagant estate.  Kurt Said “Wow! Look at this place! This guy has everything!”  Joseph said, “Yes, but I have something he will never have…Enough.”

When I read this the other day and when I reflected on todays prompt I thought of my life and the introspection I do and then write through this blog.  The problems I think I created for myself as I have written before about here, and here, and here were most definitely as a direct result of not appreciating that I have “enough”.  Otherwise put as am “I living in the NOW?”  When I reflect to heavily on my past, I often go to a bad place of relentless self-criticism and guilt for mistakes I have made.  I of course know this is unproductive and certainly not serving me, yet I still do it.  When I focus too much on my future then I sometimes get anxiety and/or worry if I will pull off my vision and the plans that I have for my life.  Again, this obviously does not serve me well either.

Why do I continue to do it then?  Why do I continue to not focus the bulk, if not all, of my attention on the NOW?  I think it has to be that I have not come to terms with the thought that I have “enough” right now, in this moment. For this I love the bonus thought in Jonathan’s challenge.  How do we avoid the perpetual spiral of always something better? Or as I often put it how do we stop the spiral of a relentless pursuit of more.  I think the answer is as clear for me now then it has ever been in my life.  I need to be content with the thought that in this moment I have enough.

I think to accomplish this I need to practice a lot of perspective thinking.   This is not an excuse to say “I am better then this guy” this is only about saying that in this moment I have enough.  Enough love, enough connection, enough money, enough happiness.  Ironically I think that when I truly believe I have enough then more of what I want in my life will manifest itself due to my peacefulness and happiness.

Finally, how am I practicing the thought of “I have enough?”  I am ensuring that I am very aware of the present moment I am in.  When I fade to the future or the past, I gently acknowledge those thoughts and bring my awareness back to right in the moment where I am.  I am incredibly pleased with the result of this ongoing practice.  The other thought that I continue to keep in my consciousness is again from Derek Sivers “Just pay close attention to what excites you and what drains you.  Pay close attention to when you are being the real you and when you’re trying to impress an invisible jury.”

I now don’t think I need a huge vision for my future.  I just need to stay focused on helping people TODAY.

What about you, how do you think we avoid the spiral of pursuing “always something better?”

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If we live truly, we shall see truly. - Ralph Waldo Emerson

Not everyone wants to travel the world, but most people can identify at least one place in the world they’d like to visit before they die. Where is that place for you, and what will you do to make sure you get there?

Travel seems personal to me.  I think some people see travel as a tourist.  Some people see travel as a means to relax.  Some people see travel as a means to get more stressed. I see travel as a means to fulfill on my life’s vision.

Not that long ago, I was struggling.  I was getting results I was not happy with in my business and consequently my life.  These results seemed completely incongruent with what I wanted, or at least what I thought I wanted.

I have spoke at length about this that in this period of my life I fell out of love with my business.  In searching for a new shiny object to excite and fulfill me, I went on a relentless pursuit of MORE.  More stuff, more businesses, more employees, more money, more for the sake of more.  I thought this was what I needed to be happy and fulfilled.

When I learned that this pursuit of more was not only unfulfilling but considerably reckless, I needed another strategy.  This is when I tried something counter-intuitive, and this is also where travel came in.

I decided that instead of creating a vision for my business that I may get excited for in the moment, I would first create an exciting vision for my life that I could get super excited about, and then craft the vision for my business that will give me the business that serves my ability to have the life that I want.

For me, this means that in five years my wife and I want to be location independent.  I want to travel the world creating exciting experiences and leaving my mark through some type of contribution in every area we decide to live.  I now have a vision for my life that I am really excited about.  I now have a new roadmap for my business that is making working in my business exciting and fulfilling again as I create the business that supports my ability to out of my home city for 9 months a year.

As for important places I must go?  I honestly do not have a set list.  I certainly want to visit every continent, that is given, but in terms of where we actually will be for any period of time, we are going to let the universe tell us.  Either by finding a home exchange to go on or by playing spin the globe inspired by my friend Lach:

Here’s how to play Spin the Globe. Materials: 1 globe of the earth, one blindfold, one friend, one sense of adventure. Method: 1. don the blindfold, 2. have your friend spin the globe, 3. pin the tail on the donkey. 4. reveal your destination. If it’s somewhere you’ve been before, you have to spin again. If not, you have 24 hours in which to purchase a plane ticket departing within the next 3 days. Bon Voyage.

For me travel is the gateway to a life fully lived.  What does travel mean to you?

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Letting People Off the Hook

#5 – As A Leader I Am Compassionate With Myself And Others. I Remember We Are All Wounded.

Lori and I experience each person who attends 21st Century Leadership or another Extraordinary Learning course as unique. We are acutely aware of his or her individuality in self-expression.

At the same time, we think the similarities of participants are obvious. They are intelligent, accomplished above the norm for their stages of life, hard working, well educated, caring, friendly, positive and committed, to name a few.

That which each can do best, none but his Maker can teach him. Where is the master who could have taught Shakespeare? Where is the master who could have instructed Franklin, or Washington, or Bacon, or Newton? . . . Shakespeare will never be made by the study of Shakespeare. Do that which is assigned you, and you cannot hope too much or dare too much. – Ralph Waldo Emerson

Identify one of your biggest challenges at the moment (ie I don’t feel passionate about my work) and turn it into a question (ie How can I do work I’m passionate about?) Write it on a post-it and put it up on your bathroom mirror or the back of your front door. After 48-hours, journal what answers came up for you and be sure to evaluate them.

Solving challenges is key to change management. I am thankful for the lesson this prompt gave to be disciplined. I think the act of thinking through them  consciously and unconsciously for two days is a great technique then commit to an action. I think when we dwell longer on BIG challenges we end up in the law of diminishing returns.  Action after two days of thought, even if not the best, is better then continually dwelling and having no action.

When I read this prompt from the challenge I knew right away what it was, as I had been thinking about it.

How do I get my members to commit to doing the work.  Learning the things I am teaching, and most important acting on them.

The answers that came to me were varied, and I think added to the worthiness of this prompt.  “Doing the work” I think is the hardest part of change management.

There is no question that the teaching I give is cutting edge ideas and thinking, which in turn  I am compelling my members to get uncomfortable.  that is hard, I need to be more patient and vary my techniques, I am committing to that. I need to provide as best I can more access to me.  The answer is I am going to amp up my video production.

Starting this week I am going to start a new video series that will have short snippets (less then 5 minutes) easier to consume that will I think do two things

1. Give more access to me, allowing my members to know and therefore connect with me better
2. Each video will have the message and prompt to commit to action

As Many of my readers are the very members I want to help dig deeper, what are your suggestions?  Is there something I can do more to compel my members to “Do The Work”?

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Todays Provocative Prompt Comes From Buster Benson follow him on twitter here

It is easy in the world to live after the world’s opinion; it is easy in solitude to live after our own; but the great man is he who in the midst of the crowd keeps with perfect sweetness the independence of solitude. - Ralph Waldo Emerson, Self-Reliance

The world is powered by passionate people, powerful ideas, and fearless action. What’s one strong belief you possess that isn’t shared by your closest friends or family? What inspires this belief, and what have you done to actively live it?

I think my strongest belief is we must continually change.  I was the kid who changed his room around every 6 months or so because I loved the change.  This went on to my adult life, I am always changing my office surroundings and also where my physical office actually is.

I think changing is the most avoided thing for our society.  Sometimes of course we are forced to change, I for one try and predict whats coming, and then change before I have to.  This is better, and I think more logical.  My experience  tells me most people wait until change is forced on them.  This is usually never good.

For me when I am avoiding change I am succumbing to resistance and I am not operating out of my power source.  I am driven to innovate.  Innovation by definition leads to change.  Therefore it makes sense that when I am not innovating, when I am playing small, I am not connecting to my WHY.

I now know that when I am feeling down, or manifesting nasty stories in my head about what will inevitably happen to me, that I need to make a change.  For me that is to innovate something.

What is it for you?

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