We may be loan officers, but when it boils down to it, we are all selling one thing: ourselves. The product, service or even customer may change, but our fundamental sales strategy is likely to remain intact, minus a few shifts to cater to an evolving audience.
I know this better than anyone. I was on the sales side of the mortgage industry for 12 years, including the last downturn. Though I may be on the business development side of the business now, I, like you, have to sell myself. Everyday. I hone my craft and keep my edge by absorbing the wise words of those who came before me, and of those who have experienced great success.
My latest inspiration came from an Inc. profile I read on Connie Kadansky. After reading through a few of her nuggets of wisdom, I was convinced Connie is a sales performance whiz. I could not have said it better myself, so I won’t. I’ll let her quotes from the profile do the talking.
Her top three most inspirational suggestions include:
- A salesperson is someone who solves problems for a profit. Look at it that way, and just about everyone you know is in sales.
- When people are convinced of their value, they’re unstoppable. If someone on the other end is discourteous or not receptive, it doesn’t faze them.
- I encourage people to get a number in their head. ‘Every day I’m going to reach out to two people I don’t know.’ That can be over the phone, by email or via LinkedIn. The point is to be proactive with new contacts on a daily basis, which is entirely possible if you make it a priority.
Connie’s real-world perspective, go-get’em attitude and relentless hustle are what make true salesmen and saleswomen great. I encourage you to apply her techniques to your own successful sales approach. They just might be the added push you need to get your business to the next level!