Pete Rose, the famous baseball player, and I have never met, but he taught me something so valuable that it changed my life. Pete was being interviewed in spring training the year he was about to break Ty Cobb's all time hit record. One reporter blurted out, "Pete, you only need 78 hits to break Ty Cobb's record. How many at-bats do you think you'll need to get the 78 hits?" Without hesitation Pete just stared at the reporter and very matter-of-factly said "78." The reporter yelled back, "Aw come on Pete, you don't expect to get 78 hits in 78 at-bats, do you?"
Mr. Rose calmly shared his philosophy with the reporters who were anxiously waiting his reply to this seemingly boastful claim. "Every time I step up to the plate I expect to get a hit! If I don't expect to get a hit then I have no right to step into the batter's box in the first place!" "If I go up hoping to get a hit," he continued, "then I probably don't have a prayer to get a hit. It is a positive expectation that has gotten me all of the hits in the first place."
(Credits to Barry Spilchuk)
Presenting to Maximize Borrower Value
Effective presentations must begin with a positive attitude toward the outcome. You MUST believe in your product, your self, YOUR STRATEGY and your company.
Positive Self Talk:
"I will overcome resistance because I know that most customers will test my knowledge, my confidence, my integrity and my conviction. Because I know this in advance, I am prepared to deal with it in advance. I have practiced, researched and rehearsed."
"I am competent. I understand every aspect of my product. I have made a list of all the potential benefits and I have it handy if I need it. I treat my customers the way they want and deserve to be treated. I offer great service at a fair price. I know in my heart that if a customer chooses to do business with me they have made a great decision and they will not be disappointed"
"I passionately believe that if I do not do everything I possibly can to earn a customer's business that I have let them down. There are very few brokers treat people the way I do and if I let a customer go without a fight I am doing a dis-service to them, to myself and to my company."
"I deserve to be successful because I understand that it requires hard work. I am prepared to do the hard work and reap the rewards. No one deserves this more than me"
"There is no such thing as luck. I believe in created luck. I believe that luck occurs when opportunity meets preparedness."
Back to Basics
Basic tips to remember when making value-added presentations:
Ask, don't tell-People are more easily influenced by ideas that they arrive at themselves.
Product knowledge- Research, research, research. Know your competition better than they know themselves.
Be confident-believe that the loan you are presenting has value to the customer, is competitively priced and that you are an EXPERT.
Be honest-Avoid lengthy discussions about topics you don't thoroughly understand. Stick with what you know; if you're unsure, find the answer. NEVER WING IT.
Always be professional and courteous. Nobody ever wins an argument in a buying / selling situation.
Maintain an "attitude of gratitude." Recognize the situation for what it is, a chance to help the borrower and get paid for doing it. No loan-No money.
Don't prejudge-one of the biggest and most common obstacles to selling is assuming the borrower doesn't want the loan.
Present the loan in a conversational manner-the most effective presentations sound more like an exchange of information than a "sales call."
If you've done your job-in qualifying your borrower and determining their primary objectives, your presentation will be more like confirming what the borrower has already told you.
Always maintain a casual, relaxed demeanor.
Begin each presentation with a summary of what you discussed while qualifying the borrower.
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