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SECRETS
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Insights,
Opinions & Commentary
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| Loan
Officer a Worthwhile Career? |
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Is
the entry level position of Loan Officer a
career position, or merely a steppingstone
toward a higher goal?
If you are a loan originator today, then you're
part of the largest segment of people employed
in the residential real estate mortgage loan
industry. Depending on historically where
interest rate levels are (since most LO's are
also conforming types), your brother and
sister LO's are also the biggest portion of the
churning mass of people who move in and out of
employment in the biz. Therefore will you
survive? Do you exhibit the traits of someone
who plans on remaining in your sales position,
or do you study and plan for career growth, one
day to possibly be the owner of your own shop?
This quesion is on the minds of many people we
come in contact with - "Where do I go From
Here?" Although this sales position can be
emotionally fulfilling and financial rewarding;
it seems most are looking to move up the ladder.
If that's where your sites are set, what are you
doing to get there from here? If not, why not?
One thing to remember, with the proper planning
and a clear game plan to follow, to start-up a
business is fairly easy. However, to stay in
business over time, is a much harder task. That
takes a significant amount of understanding
beyond the very basic skill sets most LO's have,
some guidance by an experienced mentor, and a
great deal of good luck (which you make for
yourself).
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| Are
You A Sales Pro? |
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Put
a group of sales champions in a room, and what
do you find? You find salespeople of all shapes,
sizes, temperaments and styles of selling. Some
are more aggressive than others. Some are more
consultative. Some are highly educated, some not
so. So how do you know they're champs? Because
they're the ones who consistently build the
business, keep the territory and retain their
customers. And they share these five traits:
1. Attitude: Attitude makes all the
difference. A particular situation may get a
sales champ down, but they will not let it take
them out of the game. If sales champs can't get
to a difficult prospect today, they make a
long-term plan to keep trying to make contact.
If a great deal falls through, they study what
went wrong and improve their approach for the
next time. If they can't change a situation,
they change their attitude about it. They won't
allow the world to defeat them.
2. Urgency: Sales champs have a great
ability to look at a list of tasks and set their
priorities. They don't just say "I have to
make some calls today." Their greatest
desire is to keep things moving forward and end
each day with a sense of accomplishment. They
generate massive activity and get results.
Urgency fuels activity. If something is urgent,
you must act. In sales, you've got to make
things happen, and the best salespeople can't
wait to get started every day.
3. Tenacity: When sales champs know they
have something of value for a prospect or
client, they do not give up. If at first they
don't succeed, they really do try again and
again. They learn about the situation and the
potential customer. They come back with new
ideas and are not easily defeated. This trait
alone guarantees you will be successful, if you
learn and get smarter each time you come back.
When prospects see how tenacious you are, how
much you believe in your vision, and your desire
to help them reach their goals, they too will
get enthusiastic about what you have to offer.
4. Understanding: Sales champions
understand their environment, customers,
industry and competition. They do their
homework. They put together the big picture that
allows them to take smart, calculated action.
They stay in a questioning mode. After every
action, they ask "What is this telling
me?" "What do I need to do
differently?" They understand that change
is sometimes necessary. No matter how many times
you throw yourself against a locked steel door,
it won't open. You may, however, be able to
break through a nearby window. Sales champs
understand when they're wasting time and when
it's time to move on to the next tactic or even
the next sale.
5. Follow-through: To a customer, there's
nothing worse than a broken promise. It's a loss
of trust that's extremely difficult to regain.
Sales champs do not make promises they can't
keep. They are realistic. They don't try to be
everything to everybody. But once they give
their word, they make a commitment and stick to
it.
Does a sales champ exhibit all these traits all
the time? Of course not. Sales champs are human
beings, with the same flaws and failings as
everyone else. But they know that in the end,
the harder they work at sharpening these traits,
the better these traits will work for them. Article
contributed by an Anonymous reader.
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