Every salesperson in the mortgage business is familiar with failure. The key to making failure work for you is changing your perception of it. Do you see failure as a roadblock or as a detour?

Failing forward is a choice. You can choose to learn from your failures or you can choose to dwell on them as your career stalls. Professionals who have chosen to learn from their mistakes have taken their sales careers to new heights. They can move past their mistakes and conquer the next level. Those who dwell on their failures will remain at that level until they embrace those mistakes.

Ask yourself what your core beliefs are. What makes you tick? Why do you come to work each day? What gets you out of bed in the morning? Do you look forward to going to work?

If you answer “no” to any of these questions, you may be in the wrong business. If you do not enjoy what you do, you will never reach your maximum potential. Eventually, you likely will fail. Many salespeople say they can sell anything without loving what they do. But the minute they suffer a failure, they might throw away a potentially profitable career.

If you strongly believe that sales is the career for you, the concept of failing forward will help you obtain the right set of professional core beliefs and principles. Failing forward allows you the freedom to enjoy your work and frees you from the fear of making another mistake. Millions of dollars in profit are lost each year because we are afraid of failing and of taking chances outside our comfort level.

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