Selling mortgages is not rocket science - To find real success, look within ...Dave Hershmanmotivation, changing personal habits
Everyone seems to be interested in finding the key to success.
If you really want to find the key, then stop looking elsewhere for
a magic pill. Marketing systems are not the answer. Use the number
one sales tool available a mirror! We are more likely to accomplish
more if we change the one thing we have the most control over:
ourselves. Forget the OriginationPro Mortgage
School and Tony Robbins; the number one training program in the
nation is Alcoholics
Anonymous [Author's comment: There is no truth to the rumor
that this organization is a subsidiary of the National Association of Mortgage
Brokers].
What is the first step of training?
The first step of training is admitting that you have a problem. If
you are not honest with yourself regarding what needs to be
changed, improvements will never come. On the other hand, if we can
make a difference with the following self-analysis, we can
accomplish so much more over the year and in our lifetime. Let's
see if you agree.
Lift your attitude.
How many times have you heard that a great attitude is the key to
life? It certainly is the key characteristic of any successful
salesperson, along with the mirror. Don't have a great attitude?
How many people really do, with the stress of today's existence?
Ask yourself these questions:
- Do others come to you to seek a lift?
- Do you wish that life's many obstacles were out of your
way?
- Do you rely on motivational tapes to lift your spirits?
Most people think their attitude is great, or at least good. But
if people are not coming to you for a lift, and you are focused on
your own obstacles and others to provide a lift, then there is much
room for improvement. Motivational seminars do not work (sorry
Tony!). The reason why is because the only person who can motivate
you is yourself. Think about how much more you could accomplish by
making your attitude just 10 percent better. And, it's free!
Work a little harder.
We don't expect that someone working 20 hours each week will read
this piece and become a 60-hour demon. Perhaps we could work 10
percent harder and eliminate activities that are not helping us
achieve our goals. Think about how much more we could achieve in a
lifetime. Are you already stressed out from too much work? Don't
assume that your 10 percent premium must be applied to your
workday. If your long-term goal is to make a difference in life,
perhaps the time could be spent volunteering.
Develop a skill.
There is no better way to get ahead than by developing a special
skill that will give you an edge over the competition. Want to sell
more? Become a public speaker, or perhaps you could become an
expert within an industry niche such as the tax advantages of
leveraging investment properties. If you would like an article that
addresses 10 areas that you need to master to become an expert
within the industry, e-mail me at
[email protected]. If
you try to sell all things to all people, you will be competing
with the world. Stop doing what the world is doing and develop your
own style. Many will tell you that you will be different by doing
something different. I think you need to look within yourself to
find the real difference. When you do this, you will become a
leader instead of following the competition.
Decide on a specific target.
Speaking of selling all things to all people, you should narrow
your efforts. Be known as an expert within a certain target group
and become more specific within your marketing efforts. It takes
much more energy and monetary resources to cast a net over a whole
world, rather than going right to the source that can help you
achieve your goals. Yes, less can help us achieve more.
Acquire the desire.
We all say that we want to succeed, but few of us are willing to
pay the price. How do we demonstrate that we are willing to make
the sacrifices necessary to move ahead of the pack?
- We ask everyone in our sphere to help us. We stop making
excuses such as, "this person is not interested," or "I can't ask
my best friend or my spouse's boss." We ask everyone because if we
play the game alone, we can't win the game. And we also ask in a
way that is not intrusive. Many are afraid to ask because they have
not earned the right. Well, deliver value so that you feel more
comfortable asking.
- We tell everyone what we want to accomplish. When we stop being
secretive and make public pronouncements, we start alliances that
will help us become more successful. You will be surprised when you
find out who will help.
- We finally admit that we have met the enemy, and it is ourselves!
When we stop blaming all the obstacles we cannot control and focus
on the one thing we can change, we gain the ability to make
tremendous strides. Look within and find the key to success. The
changes we need to make may not be radical, but small adjustments
can make a world of difference over a lifetime.
Dave Hershman is a leading author and top speaker for the
mortgage industry with six books, including two best sellers for
the Mortgage Bankers Association of
America. His mortgage school is the only comprehensive advanced
curriculum in the industry. For a schedule of classes, free
marketing samples, speaking information and articles by Dave, visit
www.originationpro.com
or call (800) 581-5678.
