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A while back, I taught a course on the laws and regulations pertaining to a state exam. Essentially, the course was designed to prepare people renewing their licenses as well as those entering the lending industry.
There was no room for questions on anything other than the course's objective -- to learn the material and pass the exam. The experienced people knew and understood this goal. Industry newcomers, however, wanted more information on specific topics as they were presented in class.
Because of the focus on the course's objective and the rolling eyes of the experienced people in attendance, I systematically categorized the new people as "time bandits" and "insensitive" to the other class members. In reality, however, the opposite was true.
The experienced students and I were the insensitive ones. We created an environment for the new people to fail -- or at least to make it more difficult for them to pass the exam.
When I realized what I was doing, I tried to take time between breaks and at lunchtime to assist those wanting to gain all the knowledge that they could.
It is essential to remain focused on the direction and goal to be accomplished. In a structured course, the outline and time allotment must be followed. By incorporating L.E.A.D.S., however, the goal remains the focused target while opening other possible and potential prospects.
If you are new in the industry, you have the tool necessary to stay away from anticipation. Incorporate L.E.A.D.S. into your persona. Take the time to understand every customer of whom you desire to be of service. The customers are the credit to our success, and we need to never forget this.
Joseph Corno has three decades of industry experience and loves to train ahead of the curve using atypical methods for improving volume while increasing customer service. We Be Consulting and Seminars trains on current trends and innovative concepts not duplicated elsewhere. To reach Corno, call (801) 836-2077 or e-mail firstname.lastname@example.org
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