Mindset Monday - Directional Energy
“Energy flows where attention goes” – Tony Robbins
It is the start of goal planning season for 2025…
I was sitting with a few partners the other day and we were discussing goals for closing out the year and where we wanted to take our businesses in the next 12 months. There was an exchange of ideas and some interesting points that were made, but about halfway through I realized a pattern with everyone sitting at the table. Everyone was talking about their goals mostly in the context of what they didn’t want to happen as much as what they did want.
“I don’t want this to happen again…”
“I have to this better…”
“I didn’t do as well as I wanted to with marketing as I would have liked…”
“I want to avoid doing this….”
“I just want to have a better year than 2023/2024….”
While it’s important to understand how a bad decision, a bad circumstance or lack of preparation can impact your progress, we have to understand that the way we set our intention around those things makes a massive difference in how we perform and the overall outcome.
Feed your mind the right messages. Your mind is a powerful tool. Be tactical in how you talk to it and careful where you point that thing.
The last thing you tell a quarterback before he takes the field to win the game is “Just don’t throw an interception”. The energy and focus is now to not throw an interception rather than winning the game. All he sees is the other color jersey now, not the open receiver.
Have you ever wanted to buy a specific car? Have you noticed that right after you research it online, it is now all you see on the road? The cars were there the whole time, you just shifted what you were looking for. You put energy into looking for it and bingo…you found it.
When we put energy into what we don’t want, it tends to show up.
Some of the greatest figures in history were people who were able to see the outcome they wanted before it was there. They put energy into what they wanted to do, not what they didn’t.
The wright brothers set out to build a flying machine, not a machine that doesn’t crash.
Jeff Bezos set out to harness the power of the internet, not just to not go broke selling a few books online.
Deion Sanders said he believed that when a quarterback threw a pass, it was intended for him. He threw it so he could intercept it. The goal wasn’t to stop the receiver from catching it, it was to intercept the ball that was intended for him.
All of the above I would consider “delusional optimists”. Most successful people are. They find opportunity and focus on that, rather than the headwinds.
Loan officers that want to hit new production goals regardless of rates, grow when others are focused on just doing enough to “ride it out”.
Realtors that want to take market share in the face of the NAR settlement will grow when others just want to survive to “see how it all plays out”.
Be the delusional optimist. Focus on the goal and the work to get it.
This week’s exercise it to think about your goals for the 4th quarter (personal or business). Not just the goals themselves but how you write them down or verbalize them. Take notice of where you need to tweak your language to put energy into what you want. Make it a statement of a realized outcome.
Example:
NOT: I want to finally lose this spare tire ---- But: I am becoming a healthy XXX pound person and love the way my favorite jeans fit.
This way forces you to put energy into what it takes to be that person, not focusing on the spare tire you picked up during covid.
NOT: I want to do more than last year and hit X number in volume/units ---But: I am an expert, a top producer in my field who does XXX in volume/units and who people refer constantly.
The focus on old performance sets a limit in your head rather than providing energy to how to become a top producer that everyone goes out of their way to refer.
Put the energy and focus into what you want. See it before it happens. Do the work to be that person.
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.
