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Trade groups forecast strong 2005 after ‘04 boom

Jan 05, 2005

Selling mortgages is not rocket science: Teach those you are servingDave Hershmansales, public speaking, mentoring, training Want to be seen as more than just a "pushy" salesperson? You are not alone. It is the goal of most salespeople to be seen as more than just someone peddling goods. We would like to be described as one who: *delivers high quality service; *fills the needs of our clients; and *adds value to the lives of our clients. The question remains: "If we are selling for a living, how do we move from being thought of as a salesperson to being thought of as a consultant?" More significantly, how do we move up to the role of industry expert? To be thought of as an expert, we must change the perception of those we sell to. We have to elevate ourselves in their eyes. We must bring value to their lives. There is nothing that brings more value to people's lives than being a teacher or a mentor. Bestow your wisdom to your clientele and the rewards will be great for both you and them. The topic does not matter, as long as it enriches the lives of those who attend. The more value you bestow, the higher you elevate yourself in the eyes of your clientele. Why would any of your clients deal with a salesperson when they could be dealing with an expert? Have you always wanted to teach, but are just not comfortable with the topic? Or, perhaps you are not comfortable speaking in public? Regarding the first challenge, remember that the topic does not have to be complex. Those attending your seminars are not necessarily professionals in your field, and if you get too complex, they will become confused. In addition, you don't have to teach the topic by yourself. For example, if you are teaching home buyers and are speaking on the topic of tax benefits, call in a Certified Public Accountant (CPA). Split up the curriculum evenly, so that you both appear as experts. When you do this, you are in a position to setup a reciprocal referral relationship with the professional with whom you are sharing the stage. Not comfortable speaking in public? You are not alone. Public speaking is one of the greatest fears in America, and there is a great organization dedicated to help those increase their speaking skills called Toastmasters. Most areas and regions have a local Toastmasters Chapter. In addition, if you would like a copy of an article specifically designed to help you progress in the area of public speaking, call The Hershman Group at (800) 581-5678. Your topics and material need not be complex. They just need to be both highly organized and aimed at helping others achieve their own goal of being more financially secure. What may seem mundane to you is fascinating to others who are not within your realm of expertise. What is the best practice for training your clientele? Begin this process as a mentor to someone within your industry. Remember, who helped you when you started off? Nothing will boost your confidence more than knowing you are helping someone with their career. The topics you teach them will provide an excellent basis for putting together training seminars. As a matter of fact, it would not be out of the question to assign the task of assembling an outline of such a seminar to your student. Have them sit through a dry run of the topic and comment on the value as part of their training. Deliver value to more than one party at one time! Yes, we are all trying to earn more money in sales. Our success is based upon how we do versus the competition ("The Number One Loan Officer"). Most of us would like to achieve more than financial success. We would like to know that we are providing value to the world, and training is an excellent way to earn more and do more! 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 newsletters are used by Mortgage Brokers to provide value to previous customers, financial planners, realtors, and more. For newsletter samples, call (800) 581-5678 or visit on the Web at
About the author
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