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• Personal development: It also is important to nurture your motivation, inspiration and belief system. Reading literature or listening to information that motivates you and develops a positive attitude is critical to success in business and life. Stories that inspire you also will help you achieve greatness in your life. There are many compelling stories of people who have achieved greatness in the face of adversity that can inspire us. Finally, great, timeless truths that lead to building your personal belief system in turn affect your attitude, confidence and enthusiasm.
Practice what you learn
After reading or listening to great information, you must practice what you have learned to build habits that lead to the right results. This is something you must do each morning.
One of the most important-things you can do is to practice your skills. For instance, each morning, practice before you get on the phone to make sales calls. So many of us come in and immediately get on the phone without ever warming up and then blow the best opportunity of the day.
This is a critical mistake. You would not start your car when it's 20 below zero and immediately put it in gear, right? And when was the last time you saw professional athletes get out of their car and go straight to the field to play? They know they have to warm up first if they want to play at their maximum performance level.
The same rule applies to sales. Don't come in and get on the phone without practicing first. This prepares you for the day and gives you the repetition needed to build the habits that lead to success.
Educate your customers
Your knowledge is the biggest asset you can provide to clients. Sharing it with them will help you move from loan officer to trusted partner, adviser and confidant.
If you can help them understand the right products for today's environment based on their personal situation and are knowledgeable in market conditions, rates, products, programs, loan components, benefits and options, you will position yourself as a true professional and separate yourself from the competition.
The key is to know all these things through your own personal continual education and then to share it with your customers to build their confidence in you and your advice.
By educating yourself and your customers continually, you'll be one step closer to attaining excellence.
Dale Vermillion is a
prominent industry speaker and founder and CEO of Vermillion Consulting Inc., a consulting and training firm that helps brokers, loan officers and sales management improve their sales performance and productivity. He is also founder of Mortgage Professionals Providing Hope (MPPH), a nonprofit organization created to aid children and families in impoverished rural India. To learn more about Vermillion Consulting or MPPH, visit www.dalevermillion.com or www.mpph.org, or call (888) VCI-EDGE (824-3343).
Ed. note: This article is the seventh in the author's series of pieces whose topics correspond to each letter in the word "excellence." To view past articles in the series, visit scotsmanguide.com/2944.
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