darren-nolander-bookThe work needed to become a master at something doesn’t stop once you reach an above-average proficiency level. On the contrary, your effort will likely require you to continue honing your skills, lest you be overtaken by the new batch of talented individuals entering the workforce on an annual basis. It’s simply an inevitable fact of life that we’re never done learning, evolving and even failing. It is actually these endeavors that keep us at the top of our games.

I was reminded of this recently when I came across the 7 Secrets for Lifelong Sales Success by Walter Rogers, an author, CRM whiz and business partner of Tony Robbins. Though the entire list is worth a read, I wanted to bring a few points to your attention. If you think you’re operating at your peak performance, there are two very important questions to ask yourself:

  1. What do I need to learn that I don’t know now?

This knowledge could take many forms. It could mean incorporating more daily news feeds into your morning routine, attending more conferences, downloading more podcasts or doing a better job at advancing conversations during networking events.

  1. What do I need to do to be more effective?

While the broad answer may be more time, money or discipline, chances are there are habits you could easily implement that would result in more prospects, applications and loans. If it’s time you need, you may want to invest in a day planner or set your alarm a bit earlier. If it’s money, do a little Googling to find free resources or reach out to your local branch manager to see what support is available to you. If it’s discipline, a few minutes spent on a to-do list the night before or a morning meditation session could easily provide the clarity necessary to tackle your toughest projects.

Fear not if it’s still difficult to answer these two questions. Rogers’ seven tips were created to inspire a little soul searching. He suggests, among other things, that we continually work on our people skills in terms of asking questions and really internalizing the responses; technology proficiency in terms of utilizing the internet, maximizing our use of CRM and understanding what resources our clients have available to them; and problem-solving in terms of identifying our weaknesses and making our strengths even stronger.

Sometimes it’s not necessarily what you know, but how you utilize what you know and how you respond to a changing landscape that can really set you apart from the pack.

Regional Vice President - Southwest

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