Key To Success

Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

If you have been in sales for any length of time I am sure that all of you have seen the title "Key To Success" or one very similar to it many times.  I don't profess to know the "Key To Success", but I have been in sales long enough to know if you are unable to do two things, then it is very unlikely that you will ever achieve real success.

Before I get into what those two things are, I am in no way discounting all the other things that we need to do to succeed.  We need to be:

  • Accessible
  • Follow through
  • Return calls quickly
  • Have a positive attitude
  • Knowledge of our product
  • Confidence

And the list could go on and on.  As can the list for the tools that are out there to help use succeed, like:

  • Contact Management Programs
  • Sales Classes
  • Computer programs that make our job easier
  • The Internet (and all that goes with it)

And again this list could go on and on.  But there are two things that no matter how many techie toys you have or classes you attend, or sales approaches you have learned, or any of the above things that I have mentioned, if you are not able to do these two things, the likelihood for success is very, very small, and most likely not at all.

Those two things are "Persistence", and the ability to "Get Yourself Up When You Fall Down".  A sales person can not give up at the first or second NO that they hear.  And more importantly a sales person has to be able to get up when they fail.  These two things don't cost any money, and can't be taught.  These two things have to be part of our nature.  That does not mean that we can't have our own personal pity party every once and a while.  But the successful sales person does not party for long.  The successful sales person gets up, learns from the failure, and moves on.

These two things may sound simple, but they are the hardest thing to do if they are not part of who you are.  In my opinion it is possible to succeed without any of the things I previously mentioned, but if you are not "Persistence", and don't have what it takes to "Get Yourself Up When You Fall Down". than all of the toys, classes, programs, or Internet is not going to get it done for you.

Do you have what it takes to be "Successful"?


Who To Call For Your Mortgage Needs In Connecticut:

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 visit my McCue Mortgage Homepage. 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or


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Michael (Mike) Robinson
Broadmoor Realty, Inc. - Long Beach, CA

Persistence... our quiet, slow movement toward what we want.. i forget this from time to time.. and thanks for reminding me..

Apr 13, 2011 04:55 AM #49
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grey we all slip every once in a while, and that is OK as long as we don't stay down.

Kristi you are right we need to keep on pushing and there are gains in falling :)

Barbara very good way of looking at this.

Debbie, it is hard to get up sometimes but we have to just like you did.

Valerie, you have had more than your share of getting knocked down this year, but you have gotten up after each one and pushed on.  There is no quiting in you :)

Phil I always look at each NO as one step closer to getting the YES that I am looking for, thank you for bring that up.

Rosalie we all need to be reminded and you have a good approach for doing that.

Ed, you are right.  The longer we wait to change the NO to a Yes the harder it is to do.

Hannah, "do what you like and like what you do" sure does making the getting up a lot easier.

Fran & Kathy, yes we have to do that, but it has to be part of are nature as well. I know people that don't have it and everything is a struggle for them.



Apr 13, 2011 05:20 AM #50
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Greg yes it sure does :)

Dawn, staying down is not an option for a sales person, and the sooner they realize that, the sooner they will succeed.

Andrea, thank you.

Joan, after that comment it is me that has to refer to you as the "Wise One" :)

Adam, yes they are.  They are part of the formula.

Praful, this business more than any other depends on those relationships.  It is a relationship industry.

Bill you are right, and being persistent in using those skills is critical.

Al and Peggy see what happens when you arrive late ........... LOL

Jennifer, yes as you say proven and tested :)

John that is a great quote, and it was said by the best and most successful player in that sport.

Raine, you are right it takes determination to get up every time.

Apr 13, 2011 05:32 AM #51
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Fred, that is so very true.

Catherine it is not easy, but nothing worth our while ever is.

Gita you are welcome.

Fernando, they are right up there on the road to success.

Irene, your right it is OK to be down every once and a while, but we have to bounce back up quickly and move on.

Cheryl, to you have overcome the hardest part of the journey :)

Beth I completely agree.

Melissa that is why persistence and Getting Up When You Fall are the top two :)

Emily, my mistakes have been my greatest teacher.

Kathleen, that is a huge part of my life as well.

Michael, especially in this business :) :)

Richie, we can learn a lot from animals, they have a lot to teach us.

Michael glad I could help.

Apr 13, 2011 05:47 AM #52
Lorraine or Loretta Kratz
Crescent Moon Realty, Inc. & Land N Sea Auctions. - San Marcos, CA
Certified Negotiation Consultants

This informtion should be drilled into every ones work ethic's. Congratulations.

Apr 13, 2011 05:52 AM #53
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

Constantly humming that little ditty "I get knocked down, but I get up again."

Apr 13, 2011 06:23 AM #54
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Lorraine, that needs to be a part of every training program.

Carla, that is not nice, now I am going to have that tone in my head for the rest of the day ............... LOL

But it is a good one to have up there :)

Apr 13, 2011 06:35 AM #55
Sandy Acevedo
951-290-8588 - Chino Hills, CA
RE/MAX Masters, Inland Empire Homes for Sale

confidence is the hardest for me.  So I fake it pretty well.

Apr 13, 2011 06:39 AM #56
Erica Ramus
Erica Ramus - Ramus Realty Group - Pottsville, PA - Pottsville, PA
MRE, Schuylkill County PA Real Estate

Love this blog George. PERSISTENCE is so important! Really ... you cannot quit. 

Apr 13, 2011 09:25 AM #57
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

Persistence and the ability to get backup. Perfect way to explain what is Needed, versus what might help.

Apr 13, 2011 11:38 AM #58
George Shampine Jr
Century 21 Western Sierra Properties - Placerville, CA

I've fallen...and I will get up!

Apr 13, 2011 11:51 AM #59
Peggy Dowcett
Coldwell Banker Residential Brokerage - Concord, MA
978.302.3988, Concord, MA - Mass Real Estate

George- Well said! Great post and congrats on the feature :)

Apr 14, 2011 02:25 AM #60
Susan Jackson
America's Network Realty Group, Inc - Sandy Springs, GA

That is life bascially, "getting back up, when you fall down"

Apr 14, 2011 05:38 AM #61
1 ~Judi & Don Barrett & Chassy Eastep - Integrity
Integrity Real Estate Services 118 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

George, Just stopped back by.. I find that those that recognize qualities in others can do that because they have them within themselves.  :)

Apr 14, 2011 02:56 PM #62
Lydia Pollard
RE/MAX Realty Specialists Inc. Brokerage - Mississauga, ON

George...what a great post...good advise...very motivating.

Apr 14, 2011 04:37 PM #63
Karen Bernetti
Southington, CT

You're so right George.  Well said.  You must have persistence but I don't think you can have that without PASSION for what you are doing - you just can't keep getting back up again if you don't love it.

Apr 15, 2011 03:47 PM #64
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA


Persistence. Such an easy word to say, but such a difficult action to take.  Karen Bernetti said it best, "Passion" combined with persistence will enable you to do the job more effectively.

Apr 17, 2011 11:28 AM #65
Nick T Pappas
Assoc. Broker/Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, @HomesBirmingham & Providence Property Mgmnt, LLC Hun... - Huntsville, AL
Madison & Huntsville Alabama Real Estate Resource

George, absolutely...persistence and resilience...and of course what William said.

Apr 17, 2011 11:40 AM #66
Diane Rice
Rice Prprty Mgmnt & Rlty, LLC, South Holland, IL - Lansing, IL

Excellent advice George and so true!  I'm good at the getting back up part.

Apr 27, 2011 05:04 AM #67
Esko Kiuru
Bethesda, MD


That's as good a lesson as any about succeeding in the sales business, or any other business for that matter.

May 03, 2011 03:27 PM #68
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Your Connecticut Mortgage Expert
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