Happy Sunday Everyone:
We have a loan officer that started with us about 18 months ago from another company. She has great energy. She’s optimistic. She listens to everything we tell her to do and puts it into action. Whether or not you’re a parent, a manger, a coach, whatever, having someone seek council from you and then take your advice and put it into action is both refreshing and gratifying.
Moira (her name) and I were going through income goals a little while back. She believes in them, but with a hint of doubt. I made it clear to her, it’s not “if”, its “when”. I’m certain of it.
Moira did a presentation to a local real estate office a couple of weeks ago. 20 plus Realtors in the room. She was told she could come in and present based on a relationship she had with one of the Realtors. When she was done, the owner of the office, a tenured older gentleman, approached her and said he might have a couple of referrals for her. He then said, “you seem to know what you’re doing, and you clearly enjoy what you do”. Begs repeating “you seem to know what you’re doing, and you clearly enjoy what you do”. I’d like to believe I leave the impression that I know what I’m doing at this point, but I’m not so sure I’m always leaving the impression that I enjoy what I do, that I’m open for business, that I want your business. It’s a question we should all consider.
I’m quite certain the owner didn’t really think twice about the comment, but it means everything. I’ve talked a few times about the concept of perception and reality. We have to create a perception of value in sales, or we’d never get the opportunity to work with someone, we then need to execute on the perception we created, or we’d never get a 2nd opportunity. Its why salespeople, in general, have a bad reputation. Most create a perception and then don’t execute on it. “You seem to know what you’re doing”, Moira created a perception of value by her content and presentation. Then throw in the delivery, how she messaged it, clearly leaving the impression she enjoyed being up there, she enjoys what she does.
We’re in the business of home ownership. Most people we’re dealing with are both excited and nervous about what they’re doing when they come to us. I can’t think of a simpler bar to hold myself to than to have every client leave us saying “they know what they’re doing, and they enjoy what they do”. Be clear, people want to give opportunities to people who appear to enjoy what they do. If someone is thinking “I don’t want to put Hunter out with this opportunity”, I should get out of the business. I’m going to work this week to consider the impression I’m leaving when I’m speaking with our clients and how I’m responding to the people giving me the opportunities in the first place.
Have a great week ahead!