The mortgage motivator: Use your sense!Ralph LoVuolo Sr., CMCmarketing, relationship selling
During a recent national meeting of training specialists, human
resource managers and others interested in the subject of training,
Dr. Charlotte Milligan Ph.D., a doctor of psychology, expounded on
the subject of learning as a means of helping salespeople obtain
more business. Learning is the first step to teaching, a necessary
step to assisting those we call on for business. If we are able to
help those we call on to do their job easier, we build friendships
and thereby establish a more meaningful and profitable business
One of the more pressing and annoying things that salespeople
need to confront is the daily ream of information that crosses
their desks. This is the devil to the real salesperson. Learn? Me?
Why? I'm a salesperson, I sell! Of course you do, but if you don't
learn about what you sell, then you'll fall behind those who
Selling in the relationship sense requires a certain style of
action, a certain way of presentation. It may seem obvious, but the
salesperson who is able to help his client because he knows his
product better than the salesperson at the next desk will do
better, earn more money and have a more enjoyable career. This is
the basis of the new breed of trainers, and the result is obvious.
You will do better and make more and longer lasting relationships.
Relationship selling is the wave of the new century. If you read
The Mortgage Press regularly, then you know that
relationship selling is exactly what I have been writing about
since the first time my fingers hit the keyboard.
To better address the subject of learning, please pay attention
to this fact - you learn better, you learn more and you learn in
depth when you use as many of the five senses as possible. When a
child is curious about a knick knack, he may pick it up, touch it
and possibly stick it in his mouth to taste it. Children often use
more than one of their senses to learn about new things, yet as
adults, we often expect to learn simply by observation, utilizing
only one sense to learn a subject. We should remember that the best
way to learn is by using as many of the five senses as possible. In
that sense, we should act more like children.
But learning with the five senses is only half the story. As
salespeople, we learn so that we can teach. Teaching is a real form
of relationship selling. And when we teach, we should also try to
use the maximum number of the five senses in as many ways as
possible. Rather than going into a real estate office with a rate
sheet in order to sell your new five percent ARM, wouldn't it be
better if you gave a plastic number five to the person to whom you
are selling? Isn't it possible that the five could be a lollipop?
Sight, touch and taste - that's three. I promise, you'll make more
points with your clients, have them remember you and learn the
product better if you create ways for them to use more of their
senses when dealing with you.
During your next sales meeting, there should be at least 15
minutes set aside to think of a product that you are attempting to
sell. After you have discussed and targeted the product, think of
ways to put it into physical form. If you need help on this idea,
please call me. I'll do whatever I can to help. Thank you!
Ralph LoVuolo Sr., CMC is president of Mortgage Motivator, a
mortgage industry training and coaching firm. He is a founder and
past president of the New York Association of Mortgage Brokers, a
teacher accredited by the New York and New Jersey Real Estate
Commission, a former associate professor at Atlantic College and
New York University and a published author. He can be reached at
(609) 652-6901, e-mail [email protected]
or you can visit his blog at www.mortgagemotivator.blogspot.com.