I firmly believe that the difference between a successful sales person and one that isn’t, is “Motivation”. A successful sales person does not need to report to an office and have someone tell them what they have to do. A successful sales person does not have to have someone checking on them to see if they are doing what they are suppose to be doing. A successful sales person does not wait around for the phone to ring, they make it ring.
What does a successful sales person have that others are missing? It is simple, it is “Motivation”. A successful sales person is a self motivated person. They can motivate themselves to do the things that have to be done each and every day to be successful. They are motivated to do what needs to be done even when they don’t feel like doing it. They have a plan and they are going to follow it, and not let anything, or anybody detract them from it.
In order to help me “Motivate” myself, I have come up with a list of KEY things that I try to accomplish everyday in order to be a successful Loan Officer. This list contains NINE KEY activities, and within it there are FOUR that are a MUST. So what are the top NINE KEY things that I try to accomplish each day?
Leave House – Leaving the house is a MUST, no matter what, a sales person has to get out the door each and everyday. It is soooo easy to make excuses, but in order to be successful we need to overcome the excuses.
Leave The Office – Leaving the office goes hand and hand with leaving the house, it is a MUST. Yes there is a certain amount of work that needs to take place in the office, but once it is done, we need to get out, and go on to the other things on our list.
Return All Phone Calls – Phone calls MUST be returned right away. Even if you can’t talk to the person at that time, it only takes a couple of minutes to call them back, and set up a time when both of you will be available.
Meet New People – A great way of doing this is by participating in different community events. There are always new people at these events, and by participating in them we provide a service, and meet prospective new clients at the same time.
Prospect – This is in many ways the life blood of any business. New clients have to be developed, because old ones are not around for ever. This is a MUST. The most affective way to prospect for me is Cold Calling, and I don’t let the day go by without doing it. There are many others ways to prospect, but what ever it is, it needs to be done everyday.
Contact Past Clients – Staying in touch with people that have already done business with you is a great way to get new business, especially if they were happy with you the first time. Staying in touch with them, not only increases the likely hood of getting their business, but also referrals.
Send Thank You Cards Or Notes – I subscribe to "SendOut Cards" sending out cards this way is very easy. I send them out to people that I Pre-Qualify, people and Realtors I meet at Open Houses, to Buyers and Realtors after a Loan Application, after the Commitment Letter, and after Closings. There are many other reasons for sending out a Card, it is just a matter of identifying them during the day.
Pass out Five to Ten Business Cards – Passing out business cards is easy to do, and they can be given to everyone you come in contact with during the day. It is just a matter of disciplining yourself to do it.
Take One New Application – This is the reason why I do all the other things on the list. Even if I do not succeed in getting an application everyday, it is still what I strive for. It is my ultimate business goal as a Loan Officer, and if I do everything that I know I need to do, I might achieve it in the future.
OK, there they are. Most people would list ten, but I have listed nine, so feel free to list your tenth one. Do I accomplish all these things everyday? No I don’t, but I “Motivate” myself to try to accomplish them, and that is what is important. However, rarely do I not accomplish the MUST ones, and I “Motivate” myself to accomplish as many of the others possible. But whether I fit them in or not they are a goal each day. I believe that if a sales person attempts to accomplish each of these things everyday, they can’t help but to succeed.
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Info about the author:
George Souto is a Loan Officer who can assist you with all your FHA, CHFA, and Conventional mortgage needs in Connecticut. George resides in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Higganum, Haddam, East Haddam, Chester, Deep River, and Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com
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