One of my fellow sales associates asked me, "How are you making so many sales in this market?" She then followed her question with, "I need to know what you're doing because I have GOT to make some money."
I said that first, you have to take money OUT of the equation. If you do the right thing by having your client's best interest at heart and just try to HELP them achieve their goals, the money will come. However, when you meet a new client, if all you see is $$$$, they'll sniff you out in a flash and disappear! Now I understand that we all work to make money and I do get a commission from the transactions, but that cannot be a motivation for working in this profession!
My response came as a surprise to her and she brushed me off as just unwilling to share the REAL SECRET to my success. I have no secrets. Yes, I've had sales training in previous careers and learned about overcoming objections, closing techniques and the like. I have found that the key to success is having a genuine concern for your client and doing the right thing EVERY TIME. Know that the right thing is not what makes you the most money in a transaction, it is diligently working to provide accurate information to your client so you can assist them in making one of their most important financial decisions of their lifetime. In doing so, you'll build the trust and solid relationship that brings you referrals and repeat business. You'll find that you don't have to spend your time beating the streets for business, prospective clients will be calling YOU!