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Building a builder relationship

National Mortgage Professional
Jan 03, 2006

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.
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