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Desire, Capacity & Skillset


The benefits of measuring your desire, capacity, and skillset

Mortgage professionals know the world is moving faster than ever before. Therefore, we must measure three metrics that contribute to our likely success or failure in a fast-changing industry- Our desire, capacity, and skillset.

1.  Measuring Your Desire

Desire is the fuel that powers your business success. It’s the motivation to push past the obstacles you’ll certainly encounter fostering resilience and tenacity. 

To measure your desire consider the following questions..

  • What are you passionate about changing? Why?
  • What are you willing to do differently to achieve your goals? 
  • How willing are you to make substantial changes or to try something new?
  • Why do you want to succeed in this area?
 *Keys to stoke your desire.
  • Remind yourself why you began originating reverse mortgages in the first place.
  • Set small goals and track your progress to keep you motivated.
  • Plug into a group of like-minded reverse mortgage professionals for encouragement and accountability.

2. Knowing Your Capacity

Now that you’ve measured your desire, let’s look at the available time, energy, and resources you have on hand to reach your goals. 

Your capacity goes far beyond available hours. It also includes your physical abilities, mental stamina, and your current support structure.

To measure your capacity consider the following questions.

  • What does your typical workday look like?
  • Have you tracked your daily activities to find potential time leaks?
  • What can you cut out of your daily routine?
  • Do you have the resources needed for a large marketing campaign, networking, or doing several speaking engagements?
  • What time of day are you most effective? What tasks should you be doing during these times?
  • Are you willing to expand your capacity through improved nutrition, exercise, or lifestyle changes? 
*Keys to boost your capacity.
  • Keep a time diary to identify any time leaks that sap your productivity.
  • Scrutinize every activity. Does it move you closer to your goals?
  • Are your work and sales environment reinforcing your efforts or distracting you from them?
3.  Assessing Your Skillset
Each of us has innate talents we’ve come to lean upon in our careers. For some, it’s public speaking. For others, it may be the gift of gab quickly building rapport with nearly everyone you meet. Some are technology whizzes who can solve operational problems quickly leveraging software.
To measure and expand your skillset consider the following questions.
  • Are you completely versed in the ins and outs of the Home Equity Conversion Mortgage?
  • Can you clearly explain a reverse mortgage so a financial professional understands the loan?
  • Where do you typically struggle as a reverse mortgage professional?
  • How effective are you in asking for the sale and getting an application?
  • Are you comfortable crafting a plan around the homeowner’s unique challenges or only getting them to get a reverse mortgage?
  • Do you have an understanding of the terminology and concepts used by financial professionals?
*Keys to boost your skillset.
  • Read Understanding Reverse, and Navigating Reverse by Dan Hultquist.
  • Attend networking or mastermind sessions.
  • Find an experienced mentor who can help you build the skills you need.
  • Engage in activities that help build your communication skills, negotiation and sales tactics, and leadership.
Success doesn’t come by accident. It requires a profound understanding of your desires, capacity, and skillset coupled with long-established habits. Hopefully, this column will help you begin your journey to achieving your long-awaited goals. 

Shannon Hicks

Editor in Chief:
As a prominent commentator and Editor in Chief at, Shannon Hicks has played a pivotal role in reshaping the conversation around reverse mortgages. His unique perspectives and deep understanding of the industry have not only educated countless readers but has also contributed to introducing practical strategies utilizing housing wealth with a reverse mortgage.
Shannon’s journey into the world of reverse mortgages began in 2002 as an originator and his prior work in the financial services industry. Shannon has been covering reverse mortgage news stories since 2008 when he launched the podcast HECMWorld Weekly. Later, in 2010 he began producing the weekly video series The Industry Leader Update and Friday’s Food for Thought.
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