The Law of Expectation

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The Law Of Attraction And Expectation

Our Mindset Affects Our Business Success
Do we attract certain situations, sales outcomes or people because of what we think or believe? Learn more about the Law of Attraction in this week’s installment.

5 comments

Ken Kanady April 13, 2012 at 5:09 am

Shannon … excellent way to capture and simplify the essence of the very complex “Law of Expectation”. Most impressive to me was you’re ability to bring it to life within a Reverse sales/customer environment. Just excellent.

Thank you.

Ken

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Shannon Hicks April 13, 2012 at 8:09 am

Ken. Thank you. I know you and the team at Wendover incorporate such principles in your training.

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Bill Danner April 13, 2012 at 5:13 am

” I think, therefore I am” has stood the test of time for many centuries, and still works in todays high technology enviornment.
We are still a person to person industry, and the expectations we set initally, become the reality moving forward with each client.
The more accomplished we are in the expectations we set, the more we are rewarded with closed loans, and most importantly, quality referrals.

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Shannon Hicks April 13, 2012 at 8:05 am

Well said Bill. Your insights are right on target! Thank you for your comment.

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James E. Veale, CPA, MBT April 13, 2012 at 10:13 am

Shannon correctly states: “For example professionally when we are on a sales call or appointment, if we have come to believe we are a bad salesperson or this deal will probably never go through…”

Mr. Kanady, an industry leader in training originators, then praises: “Most impressive to me was you’re ability to bring it to life within a Reverse sales/customer environment. Just excellent.”

Is this the language of educators? Or is this message about closing deals? Our speaking reveals who we really are. But there is nothing wrong with that.

If all of my customers walk away knowing all there is to know about HECMs but none close a loan, how does that help any prospect who could benefit by our products? No one compensates originators for helping seniors obtain information alone. That is what counselors are paid to do.

I can confidently go to any meeting knowing I can educate any senior on reverse mortgages and application forms. As some might say, it is in my blood. Oh, but to go and confidently obtain close a HECM is a much, much different objective. Counselors correctly strive to educate. Our objective is to close “this deal.” How we do that is by educating but education is the means not the goal.

Reply

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