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Where Do I Fit In? Rethinking “Sales” as not a dirty word.

For many people, one of the dirtiest words in the English language is spelled s-e-l-l. The image of the used car salesman or a telephone huckster evokes apprehension and distaste.

Yet everything in life involves “sales” in one form or another. How did you build the new fence in front of your house? Somebody had to sell you the wood and nails. And before that, a supplier had to sell these items to the lumber company or hardware store where you purchased them.

It’s amusing, if you think about it: everybody loves a “sale”, but add an “s” and the word assumes a negative connotation. So this is the first misperception to recast.

Sales, according to Shannon Hicks, vice president of marketing and product development for ReverseFocus.com, is best defined as: “Effective communication in order to help people make decisions in their best interest.”

Next, determine your optimal sales skill set. As a reverse mortgage professional, are you most effective on the telephone or in person? Speaking one-on-one, or to a group? Playing to your strengths will enhance your success.

The core sales traits include:

• persistence
• confidence
• motivation
• education

Beyond this, a plethora of personality factors will determine your approach. Take an inventory of your strong and weak points when relating to others. If you find you’re more relaxed and articulate over the phone than in face-to-face meetings, for example, plan to do the bulk of your reverse mortgage counseling by telephone or Skype session (if your prospects are Internet savvy).

There’s no need to force a square peg into a round hole, especially when everyone shines in certain areas. People who excel as motivators can be formidable in captivating a large audience, while educators may be better suited to building kitchen table relationships.

We have aspects of each core trait within us, and can certainly work on developing our weaker areas. Knowing where your strengths lie will also affect how resourceful you are in building your business: if you accept that you’re not a powerful lead generator, for instance, it may behoove you to partner with a lender who provides leads, rather than frustratingly trying to go solo.

The greater your self awareness, the more fulfilling the service you’ll be able to offer seniors to help them make the best decisions for their retirement years.