The Greatest Fear of All

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Overcoming Fear of Rejection for Greater Sales Success

reverse mortgage newsSomeone once told me “the answer is always no until you ask”. I beat this mantra into my consciousness early in my sales career. It speaks to a common affliction often found in salespeople: the fear of rejection.

As human beings we are hard-wired to seek connection, acceptance and belonging. Fear of rejection focuses on the potential loss of these nobel aspirations. Truth be told none of us are immune yet some have mastered their fear pushing through to new levels of personal victory and professional achievement. How can each of us as reverse mortgage professional manage this human condition?

It’s strictly business

Life is a teacher and at times an brutal drill instructor. We have learned repeatedly that being rejected hurts. This repeated cycle of action and consequence can leave some feeling insecure as to how they should approach others coupled with a bruised sense of worth. When it comes to sales there is something we should first consider: the rejection is not of you as a person but of the idea or product you are selling. As Michael Corleone opined in the Godfather “…

Download a transcript of this episode here.

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Breaking the Cycle of Business As Usual

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Are You Ready for the New Way of Doing Business?

Reverse Mortgage Business News

Doing business as usual is a sure recipe for failure in our fast-changing industry. First year distribution limits, borrower financial capacity and lower lending ratios are the new reality of reverse mortgage lending. Beyond industry-wide efforts like “Extreme Summit” to redefine the reverse mortgage’s public image lies a more crucial and practical consideration. Just how should we be doing business in 2014? In our most recent online training “Asking the Right Questions” which over 500 professionals attended we examined several facets of our interaction with borrowers. At the conclusion one attendee commented “prescription before diagnosis is malpractice’. In other words, to make recommendations to any prospective borrowr without first conducting extensive fact finding is both short-sighted and  unprofessional.