Key To Being A Successful Sales Person!!!

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

 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

Posted by

George Souto
NMLS# 65149

C (860) 573-1308
CALL 7 Days/Wk
Fax (860) 760-6891

Email Me
About Me
My Blog

I am a Mortgage Loan Officer who can assist you with all your mortgage & refinancing needs in
CT, RI, MA, NH, and a FL Licensed Lender

I can assist you with your Conventional,
FHA, CHFA, VA, USDA, & 203K loan programs.

I reside in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Haddam. E. Haddam, Higganum, Chester, Essex, Deep River.

 

Comments (48)

George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
John, thank you for the complement by using this post in your training.
Dec 04, 2006 11:21 AM
Karisa Mickels
Windermere Glenn Taylor Real Estate - Hood River, OR
Good reminders!
Dec 04, 2006 02:02 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Karisa, thank you.  I just looked at your profile and see that you are new to AR, so let me say welcome to this site.
Dec 04, 2006 02:24 PM
Ann Guy
NA - Allentown, PA

Motivation and focus, even days when it's tough.  Your 9 keys are great to have...I am going to print it out and "post" it to my board. Just as a reminder in theose tough days

Dec 05, 2006 07:38 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Ann, no matter how up beat we try to stay, those tough days still manage to sneak in there. 
Dec 05, 2006 08:02 AM
A. C.
MaximumReferrals.com - Vero Beach, FL
MaximumReferrals.com/ar

Great post here. There are no shortcuts. It all comes down to creativity and hard-word.

Your competitors are your enemies and they after your business.

They can out-spend you. Out-mail you. Out-advertise you, buy more radio and television commercials and newspaper ads.

But they can't always out-think you.

And they can't always out-market you.

Indeed, if you put up the time, energy and creativity, you can outdistance yourself and generate higher results than the big boys, who put up the big bucks.

Dec 07, 2006 12:04 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
D.L., the big guys can out spend me, that is for sure, but they will not out work me.  Thank you for stopping by.
Dec 11, 2006 11:21 AM
Lee Krepps
Okanagan Desert Country Realty - Okanagan Valley, BC
e-Pro

George;

Excellent reminder, and a very good blog.   You hit the nail on the head completely, and I really had a good laugh over point#1....and it is all very true.  I liked the business card one too, thanks so much for reminding me of what it takes to be succesful, and that I constantly need to motivate myself

Dec 12, 2006 07:02 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Lee, it is amazing how hard #1 seems to be for some people to do.  Glad the Post was useful to you.
Dec 12, 2006 09:45 AM
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

Great advice George. I'm learning this as well and yes, sometimes I dont feel like it but got to do it somehow.

Dec 18, 2006 01:14 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Loreena, the successful people are the ones that do it when they don't feel like it, just keep pushing yourself.
Dec 18, 2006 01:32 PM
Kelly McDonald
Lagrange, KY
Thank you for this post.  It was a great reminder of all the things that I already knew I needed to do, but don't always follow through with.  With the new year fast upon us, I'm going to print this out and keep it as a reminder!  Thanks again.
Dec 26, 2006 11:14 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Kelly, thank you for you comment, I am happy that you will be putting this Post to good use.  Also welcome th ActiveRain, let me know when you write your first blog, I would love to be one of the first to comment on it.
Dec 26, 2006 11:34 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Cheryl, congratulations on your Google ranking!!!! 

Hard work pays off!!!! 

Aug 16, 2007 02:00 PM
Greg Polashock
Cherry Creek Mortgage - Castle Rock, CO
Well Done!  I am guessing with an attitude like yours, you have no trouble finding the success you desire.  Thanks for a great post.
Aug 16, 2007 03:33 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Greg, I don't know about no trouble finding success, but a positive attitude certainly helps to get there.  Thank you for Up-Beat comment, it is very much appreciated.
Aug 16, 2007 03:39 PM
Lanre-"THE REAL ESTATE FARMER" Folayan
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

I really enjoyed reading this blog George. Like you said,you can't wait for the telephone to ring. You have to make it right. And you have to get out of the house and do something something. I am doing just that. I have to do it more and on a consistent basis. Great blog. Thanks for MOTIVATING ME. I need it with this market.

Aug 16, 2007 04:57 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Lanre, it all starts with getting out of the house or office, and making that a priority everyday.  The second most important thing to me is return calls right away even if I do not have an answer for them.

I am glad that this post motivated you, and if you do these things the success that you are looking for will come your way.  Good Luck.  

Aug 17, 2007 01:35 AM
Anonymous
Thank you

I just joined the mortgage industry almost 2 years ago. It was a pleasure reading those tips. I am trying to create the best strategy to start and grow my referral base. I was motivated to run away from the war in Africa. I guess I just embraced a new challenge. Any  innovative tips on how to target the realtors ? I used to be on a salary with leads. The change is a bit scary. 

 

Thanks for the input!

 

Best regards,

 

Dona

Aug 17, 2007 06:23 AM
#47
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert
Dona, the best advice that I can give you in developing Realtor relationships, is to call on them in the beginning at least once per week.  Have something of value to share with them when you stop in the office.  Return all their calls promptly, and keep them informed about anyone that they refer you to.  I would also stop in at open houses every weekend to meet new Realtors.  Here is a link to a blog that I did on what I do when I stop in at an Open House.
Aug 17, 2007 12:43 PM