NMP - September 2016 - 39

ard!!! BY RALPH LOVUOLO SR. "If you're going to do it, do it right or don't even start. It pays to do it right the first time." above 200 degrees. I finished at about 10, and then went home to change and be at the office of the mortgage company he owned. My new business In 1983, when I started my own mortgage company, working out of my living room, life was like spending time shopping in a store with all the money I needed, and I could buy anything I wanted. Every day was an adventure into a fun arcade. Then I met Danny, a raw, adventurous young man who had recently graduated from college, and more recently fired from his job, selling penny stocks to widows in the Midwest. He had hated the job, and I suspect that is why he did not do well. When I met him, having been referred by a mutual friend, he said maybe he could have some fun helping me in my new business and make some money too. I welcomed him with arms open so wide, you would have thought the Grand Canyon had been rediscovered. What he needed was training, and what I loved training more than anything else. He was like putty in my hands. If I asked him to do something a certain way, he did it without asking a question. He followed my every move, mirrored my every action, and made more than $100,000 in his first year. He would do anything I asked, except for one thing. He wouldn't work in the rain or snow. It was my biggest disappointment. It was the one thing that I treasured most about my work habits; my ability to work when others did not. Danny refused. I tried every bribe, reasoned with him for hours on end, and explained the logic of being available when your competitors are not available. Eventually, I tried demanding that he get out in the rain. Danny still refused. Danny's new business When Danny left me after about three years to start his own business, I reminded him of his biggest failure. He laughed and told me it wouldn't matter. My response was somewhere along the line of letting him know that there wouldn't be anyone to cover for him on his "meltdown" days. He called me recently to let me know how things are doing in his business. After some talk about family and general business discussions, he dropped the other shoe. "I've been trying one of your ideas recently," he said. He bubbled with enthusiasm as he relayed a story about working on holidays and weekends and on rainy days. "It's amazing how they love to see you on certain off days. They greet you with a certain prodigal son form of welcome. It fills me with a sense of accomplishment, even before I start to talk," he said. Leo Solomon, a real estate broker in Pennsauken, N.J. always loved it when I used to show up on snow days. He always told me how special he felt, and it reinforced our business relationship. Ralph LoVuolo Sr. has more than 50 years in the mortgage Industry, with the last 30 as a coach. He is past president and founder of the New York Association of Mortgage Brokers, and long-time member of NAMB- The Association of Mortgage Professionals. He can be reached by phone at (917) 576-1230 or e-mail Ralph@MortgageMotivator.com. http://www.napmw.org

Table of Contents for the Digital Edition of NMP - September 2016

Table of Contents
NMP - September 2016 - Cover1
NMP - September 2016 - Cover2
NMP - September 2016 - 1
NMP - September 2016 - Table of Contents
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