Mindset Monday - Teaching Lights a Fire
“The art of teaching is the art of assisting discovery” – Mark Van Doren
This weekend I was fielding the usual calls and updates that take place in the real estate world over the course of a weekend. “Hey I met a person at an open house…”, “can I get an updated approval letter for…”, “Can you call this agent about…”.
I was feeling pretty uninspired and I wasn’t controlling the narrative in my head and I could feel burn out creeping in. It comes and goes and we all experience this throughout the course of a year, a least a few times. At least I do. I just don’t feel inspired or motivated for the next rep. It’s a crushing feeling and it will wear on you if you let it.
A thought that I come back to over and over and a little mechanism that I have put in place when I feel the symptoms of burnout coming on is to lean in to educating and empowering the person on the other end of the phone. I have always found that I am having the most fun in this job when I am educating people and solving problems.
To us the process might be monotonous, we do it every day. To the client this could be a once in a lifetime experience. To the agent they don’t live in the loan world every day. What we have to say is likely new to them and they are hungry for information, reassurance and the confidence knowledge can bring.
Don’t just go through the motions and check the box. It’s easy to make the call quick and get the task done in the interest of “saving time” or getting back to your Netflix show. If you took the time to take the call, take the extra few minutes to lean in and pour into the person on the other end of the phone. Find places to share your knowledge and go a little deeper on the why of your answer. Your clients and partners are coming to you for expertise, not to just to get a job done.
Take a moment to be the expert, elevate your partners knowledge base, share a story with the client how you have seen this situation play out before. Give them your hot take on the market in the area or in general. That’s what your people want from you. They want to borrower from your experience and they want to know how you have helped other people win, or avoid the rocks when the water gets bumpy.
Slow down, ask a few extra questions, educate, and watch how their excitement and gratitude becomes yours.
Happy Monday! Have a great week!
Written by Chris Catania
Chris Catania entered the mortgage industry in 2005. As a seasoned Branch Manager and coach at Fairway, Chris has consistently been at the forefront of providing, creative problem solving, exceptional service and tailored financial solutions. His commitment to excellence and deep understanding of the mortgage landscape have made him a trusted advisor and a leading figure in the field.
Beyond his professional achievements, Chris is a Army veteran, devoted husband and father. He is an avid outdoorsman and hunter. Chris also brings his leadership experience and skills to the community as a coach, where he mentors individuals, teaching them the values of teamwork, discipline, accountability and perseverance. Chris Catania's blend of professional acumen, family dedication, and community involvement truly sets him apart as a respected professional and valued community member.
