YOU'RE AVAILABLE WHEN?

Whenever we look to new referral partners and new business relationships, the establishment of boundaries of your availability is crucial to get off on the right start. For example, if you don't work weekends, or hate getting calls at home don't say that you do just be a "yes person". Explain to the prospective referral source what services you provide and at what hours.

They will appreciate knowing the information and by carefully explaining how and you do it that way, your relationship is more likely to be successful. 

Some doctors carry pagers for real emergencies. Many Loan Officers carry pagers or cell phones for "mortgage emergencies" which only exist in the mind of the Realtor/Builder anyway. 

Communication and availability are key components of your success but without limits they can also be key components of your insanity.

ESTABLISH YOUR "USP"

"USP"or unique selling proposition is a must for successful selling whenever there is a huge amount of competition. The USP is what you can and will do differently than your competition in order to attract the prospect to you for their benefit. 

Remember these prospects will have the "WIFM" (What's in it for me?) attitude which is why a USP will set you apart. It is your USP that will get you in the door for that first appointment and it your USP (and charm) that will get you the second appointment.

Your USP could be a niche that you work well in such as government or hard to place loans. It could be a system you have of generating referrals than can be given to your referral partners. It could also be any number of services provided to the Realtor by the Media Center or anything else you can offer that your competition can not. 

So figure out what your USP is and spread the word!

CREATING REFERRALS

Our last few articles discussed dealing with new referral sources which is essential to the growth of your business. However, there is one sure fire way to generate more referrals now rather than waiting the months or years it may take to get business from a top agent. CALL YOUR PREVIOUS CUSTOMERS!!!

Here again the old 80/20 rule is in play. You will get 80% of your referrals from 20% of your customers. This is why staying in touch personally is so very important with your key referral sources and your past clients who were happy with your services and/or have referred business to you in the past.

Studies show that when you send out mail to past clients you can expect a 3-5% response rate. Hopefully that number is better for us thanks to the Media Center, but in any case it is not far off. The same study showed that making a personal phone call to the same people who received the mailing will increase your response rate by four or five times.

I know this to be true from my past experiences and you probably do too!

QUALIFY THE PROSPECT

As many of us pound the pavement, to look for new referral sources and partners, here are a few things consider...

First of all, don't assume you have to do business with a new prospect just because they are willing. Unfortunately, many of those who will be willing to switch lenders quickly are nor worth your time and effort. Many Realtors who fir this description also fit another description; hard to deal with and impossible to please. These people can make you life miserable and they will, but only if you let them. 

Most of the agents who are worth pursuing will not immediately switch to you because they are loyal to someone else anyway.

Keep in mind, however, that there are almost zero Realtors who really only have one lender.

KAIZEN

Kaizen is the Japanese term for a system of continuous improvement. A practice that reiterates the saying if you are not growing you are dying.

The old saying says, 

“The only guarantees in life are death and taxes.”

But they left out the third guarantee... change."

The rate of change in many industries has been staggering and the mortgage industry is no different. We now have access to more systems, programs, parameters, and marketing methods than ever before and the changes will continue to grow at an exponential rate.

This is why business practices such as Kaizen are so effective. Kaizen is a method of being proactive and embracing changes in order to work smarter.

Such practices should be followed by all business people and now is the perfect time for you to start with the LO Insights Kaizen contest.

Details tomorrow!

INTEGRITY

As we have discussed in this space many times before, integrity and honesty are essential to long term success in any endeavor. (Plus the lack of hem will get you in big trouble eventually.)

“The man of integrity walks securely, but he who takes crooked paths will be found out.”

“Even a child is known by his actions, by whether his conduct is pure and right.”

“When justice is done, it brings joy to the righteous but terror to evildoers.”

Dishonesty can ruin a person faster than anything else. There is true freedom in the truth!

CUSTOMER SERVICE - 1000 B.C.

The ability to give a gentle answer in the face of an angry confrontation is a sign of deep character. Patience recognizes that a violent temper makes matters worse. "A gentle answer turns away wrath, but a harsh word stirs up anger."

"The tongue that brings healing is a tree of life, but a deceitful tongue crushes the spirit."

"A quick tempered man does foolish things and a crafty man is hated."

"He who guards his mouth and his tongue keeps himself from calamity."

Feelings are healthy and telling others how we feel is appropriate. How you do that however, should be with more patience and less anger consistent with the wisdom described in Proverbs. 

CAN MY MOUTH RUIN MY LIFE?

Of course it can, but more importantly it can enhance your life and the life of others if used properly. The tongue when used well, can also feed others with compliments and encouragement that can brighten someone's outlook or even motivate them to pursue a dream. Consider these pieces of Proverb's wisdom..

"The wise in heart accept commands, but a chattering fool comes to ruin." "He who holds his tongue is wise." "A man who lacks judgement derides his neighbor but a man of understanding holds his tongue." "Reckless words pierce like a sword, but the tongue of the wise brings healing." "Wise men store up knowledge, but the mouth of a fool invites ruin."

IS HARD WORK THE SECRET TO SUCCESS?

One of the first and still most effective "business/self help" books out there is found in the three thousand year old book of Proverbs which we will explore this week.

There is no definitive formula or shortcut to success. However, self discipline is certainly a character trait of all successful people. Consider the ant referenced below as a classic example of self discipline without the need for any outside pressure.

"Go to the ant you sluggard; consider its ways and be wise! It has no commander, no overseer or ruler, yet it stores its provisions in summer and gathers it food at harvest."

The writer suggest there is wisdom in hard work motivated by a spirit of foresight and diligence. By avoiding procrastination and by doing what we should we discover a great deal of freedom from fear of the future and less worries about scarcity and needs.

"Lazy hands make a man poor, but diligent hands bring wealth."

HOW TO SMILE

Your smile signals approachability, happiness and confidence. Professional models have trick to get themselves "in the mood" and smile.

One method is to put your face about ten inches in front of a mirror. Look at yourself directly in the eye and say the word "great" in as many different ways as you can. Happy, angry, excited, loud, soft, high pitched, low pitched, like Michael Jackson or Mike Tyson, or whatever celebrity voice that tickles your funny bone. 

Keep going. Eventually you will crack up. Repeat the exercise once a day for three days and the next time you meet someone say "great" under your breath a few times and you will be smiling!

THE #1 SOCIAL TOOL

Yesterday we discussed eye contact but the eyes are not the only social cue we have to offer. The quickest way to put your best face forward is with a smile.

Smile and the world smiles with you!

Smile and you are saying "I'm approachable, happy and confident."

If you smile at another person chances are they will smile back. In much the same way as if someone tells you "good morning" there is a strong chance you will respond in kind. This is a function of our natural predisposition to synchronize and reciprocate behavior. It is called limbic synchrony and it is hardwired into the human brain. 

QUOTE FROM JOHN WOODEN

“Be more concerned with your character than your reputation, because character is what you really are, while your reputation is merely what others think you are.”

— John Wooden

STAND AND DELIVER

Recently we discussed the importance of standing when you record your daily voicemail greeting because your voice will sound better and you will sound more confident. Plus, many of us can "think on our feet" better than we can "think on our butt."

For those very same reasons, standing up while you are on a phone call can be a very good idea,

This is not to say that we should all have the chairs removed from our offices. However, when you are on a very important call and/or need to present your very best impression with the person on the other end of the line, standing can be the ticket!

ONE SMILE FOR ALL DAY LONG

Voicemail greetings are one of the our best front line selling tools if done correctly and yet so easy to do well or easy to mess up.

First of all, stand while you record your daily message, Your voice will sound smoother and more confident. Secondly, smile while you record your daily voicemail greeting. Your enthusiasm will be reflected in your voice and will consciously and subconsciously impress your customers.

Lastly, avoid saying things that are instant turn offs such as "call you back at my earliest convenience or let me know what I can do for you." Such phrases send the wrong message despite your true intentions.

Sound excited and happy to be there. Your customers and colleagues will feel your excitement, or lack thereof!

DAILY GREETINGS

Many of us change our voicemail greetings on a daily basis which is a good thing!

Your voicemail greeting can be a powerful marketing and operational tool. First of all you can communicate to your customers when you will be available on that day and help them set reasonable expectations about when they will hear back from you. (Remember to never over promise?)

The daily greeting also allows you to communicate about market information, holidays, vacations, instructions, etc.

This is also a kind and respectful thing for your coworkers in other offices so that they don't leave you important messages only to find out later that you were in Mexico for the week! Tomorrow we will explore some "do's" and "don'ts" about effective voicemail greetings. 

I WILL PERSIST WITHOUT EXCEPTION

Andy Andrews' seventh and final decision for success is to persist without exception.

I know the outcome I desire. I hold fast to my dreams. I stay the course. I do not quit. I will continue despite exhaustion.

Average people compare themselves with other people. That is why they are average. I am not "most people". I compare myself to my potential. I am not average. I see exhaustion as a precursor to victory,

Too much of my life has been spent doubting my beliefs and believing my doubts. No more! I have faith in my future. I do not look left or right, I look forward. I can only persist. 

I focus on my results. I am a person of great faith, I will persist without exception. 

I WILL GREET THIS DAY WITH A FORGIVING SPIRIT

Andy Andrew's sixth devision for success is to greet the day with a forgiving spirit.

I now understand forgiveness has value only when given away. By the simple act of granting forgiveness, I release the demons of the past about which I can do nothing, and I create in myself a new heart, a new beginning. 

I will greet this day with a forgiving spirit. I will forgive even those who do not ask for forgiveness. Many times I have seethed in anger over a word or deed thrown into my life by an unthinking or uncaring person. Now I see the truth revealed about this psychological stone in my shoe. The anger I nurture is often one-sided for my offender seldom gives thought to his offense.

By the simple act of forgiving, I am no longer consumed by the unproductive and destructive thoughts. I am content in my soul and effective again with my fellow man.

I will forgive myself. By forgiving myself, I erase the doubts, fears and frustration that have kept my past in the present. I have forgiven myself. My life has just begun. 

TODAY I WILL CHOOSE TO BE HAPPY

Andy Andrews' fifth decision for success is today I will choose to be happy.

Happiness is a choice. Happiness is the end result of certain thoughts and activities, which actually bring about a chemical reaction in my body.

Today I will choose to be happy. I will greet each day with laughter. Within moments or awakening I will laugh for seven seconds. Even after such a short period of time, excitement has begun to flow through my bloodstream. I feel enthusiastic about the day and alert to its possibilities.

I laugh throughout the day. I laugh while I am alone and in conversation with others. The world belongs to the enthusiastic, for people will follow them anywhere!

My smile is the most potent weapon I possess. I will smile at everyone I meet. I will always smile first. That particular display of a good attitude will tell others what I expect in return, When I choose to smile I become the master of my own emotions.

Discouragement, despair, frustration and fear will always wither when confronted by my smile. The power of who I am is on display when I smile!

I HAVE A DECIDED HEART

Andy Andrews' fourth devision for success is to have a decided heart.

The power to control direction belongs to me. Today I will begin to exercise that power. My course has been charted, my destiny assured.

I have a decided heart. I am passionate about my vision for the future. I will awaken every morning with an excitement about the new day and its opportunity for my growth and change.

I will lay my head upon the pillow at night happily exhausted, knowing that I have done everything in my power to move the mountains in my path. I have a great dream and I will never apologize for it. A person without a dream never had a dream come true,

I have a decided heart. I will not wait. 

I AM A PERSON OF ACTION

Andy Andrews' third decision for success is to be a person of action.

I will create a new future by creating a new me. I can do nothing about the past. My future is immediate. When I am faced with the choice of doing nothing or doing something, I will always choose to act! I seize this moment. I chose now.

I will walk with a spring in my step and a smile on my face. Wealth and prosperity hide from the sluggard, but rich rewards come to the person who moves quickly.

Leading is doing. To lead, I must move forward. my activity will create a wave of success for the people who follow. It is true: an army of lions led by a sheep!

I am a person of action. I can make a decision and I can make it now. Successful people make their decisions quickly and change their minds slowly. My decisions come quickly and they lead to my victory.

Fear no longer has a place in my life. I do not fear failure, for in my life, failure is a myth. Failure exists only for the person who quits and I do not quit.