Mortgage Broker

BwBbrokerinfo.ca/simple Our website offers the tools you need for nearly any alternative lending scenario. With our expert BDMs and award-winning underwriters, you'll have a solid foundation for building your success. Looking for support to get your deal done? Our URL says it all. Alternative | Rentals | Life Events | Self-Employed BwBbrokerinfo.ca/simple CI-2279 BWB - 2019 January CMB ad 3F.indd 1 2019-01-07 11:46 AM 22 | winter 2019 cmba-achc.ca CMB MAGAZINE ceoprofile wilderness, and each one has taught him to be thankful. "Out there, you're on your own wits. I've had situations where grizzlies have charged me full speed. ere were times I couldn't hunt for food because of sudden snowstorms. But my whole thing is that everyone should appreciate what they've got. e best way to do that, for me, is to go on these wilderness adventures," he says. "I don't worry about what I don't have. When I come back to the city again, I appre- ciate absolutely everything I do have." He also learned not to panic. "Patience is the key thing in real estate. No matter what the stress is, don't panic. When you can't sell a piece of property, remember, there is always a buyer out there." Nielsen's love of data comes in handy when predicting the future of the B.C. real estate market. He accurately forecasted the crash of 2008 using a simple graph that shows B.C. real estate sales volume going back 30 years. "I watch the sales volume and the number of sales. I also track gold prices, employment/ unemployment, and seven or eight different indicators. I overlay these on my main sheet and I look at the past 30 years, and I look at what I think is going to happen next year," he says. STICK TO THE PLAN Nielsen offers some advice for those who are just entering the mortgage industry: "Success in any industry requires having a plan and sticking to it. Define what you're going to do and how," he recommends. "Put in a CRM [customer-relationship management] system to keep track of every client. All through the day, I have an old fashioned daytimer beside me. I write as I talk, and it goes into my CRM system. I have 55,000 people in there. When someone calls me, I know who they are." Finally, like the fish tank at the beginning of this story, his office is big on visual reminders. A big John Wayne-type bowie knife is embedded in Nielsen's desk. "It reminds me every day to build a fort – to do something better than anyone else in the world." He credits a great deal of his success to the understanding and support of his wife, Joanne, who runs NIHO Land & Cattle Company at his side. Most importantly, though, are clearly defined goals and the drive to reach for them. "I write my goals down. I have daily goals, weekly goals, monthly goals, annual goals. You should never share them with anybody. Stick to it and aim at a reasonable goal. It's important to reward yourself with a present each time you achieve your goals," he says. In the wilderness, that reasonable goal could be as simple as using your wits to survive until the next morning. He who survives lives to fight another day. Like Nielsen says, it's really not all that different from the business world, when you stop to think about it.

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