While you probably care more about your business success in the next ten or twenty years than in the next two millennia, there’s still a “gospel truth” about sales that will ensure your business name will be remembered, now and in the future.
Continue readingWhen It’s OK to be a Copycat
We’ve been encouraged since childhood to make our own path, and not worry about what others are doing…basically don’t be a copy cat. But there are times when mimicking the actions of another is a good thing.
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As loan professionals we often find ourselves not competing just on fees, pricing and interest rates but on service. All things being equal to your prospective borrower it’s not only the promises you make, but keep that can determine if you get the loan or lose it to your competition.
Continue readingAll the Right Moves
Is your body language generating sales, or sabotaging them? Regardless of how well you verbalize your presentation, you’re also being judged on non-verbal cues — especially in the business world.
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If your a business professional (which you are) or work as a reverse mortgage originator you face fear on a daily basis. The trick is how do we function and succeed best despite fear?
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Sudden hardships are part and parcel of life. Often hardships arise from sudden changes imposed on us from forces outside of our control. Other hardships may be the result of personal decisions.
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When Simon and Garfunkel penned their classic, “The Sounds of Silence,” they weren’t singing about the sales process — though the idea applies.
Continue readingWhere do I fit in?
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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.
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Continue readingA Matter of Choice, Not Chance
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