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Ralph LoVuolo, Sr. | President | Mortgage Motivator |
| How’s the Market? |
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In my first session of the year with salespeople, the first two questions usually are, “Ralph how’s the market for Mortgages right now?” and “How is our competition doing?” These questions were posed to me by HARVEY, a Sales Representative at a Mortgage company where I act as a consultant for the Sales force. “The market is irrelevant”, I answered. Because if you accept that the market is either slow or busy, then you allow yourself to fall directly into the trap that most Salespeople want to be in. Sure, if the market is slow for your competition, if you want to be told that the first week of the year is a slow week, if I can validate the concept that you may not be as active as you want to be, then you’re happy and you can sleep tonight.But … however … What is the relevance of the market to a Salesperson who has success after success? When the market is in YOUR control, the competition means nothing. The market means nothing. All that matters is that you have established proper contacts who, whenever they know someone who needs a mortgage, calls you! You have the answers, the products, and the knowledge necessary to get your clients, friends or relative a mortgage. You give the best service of any mortgage consultant. No excuses My first Sales Manager refused to allow his Sales staff to use any kind of excuse at our sales meetings. We were never, no never allowed to say, “Well, when I asked for business, the broker told me they didn’t sell any houses this month.” “Sure, and they pay their rent with their good looks!” was his response. We are in control You and I must not accept that people, events, circumstances can affect our performance. “We are in control! We will succeed!” Of course, it is only human that we don’t write ten deals every day, or maybe even five every day. But, are we capable of that type of production? You bet we are. Recently, I’ve heard the following success stories. Mortgage Rep. in New Jersey does sixty-eight million dollars in volume. Mortgage Rep. in New York does a volume of seventy-six million dollars. Mortgage Rep does fifty-three million dollars of volume in Missouri. Impossible?? Not to those that produce. Be enthusiastic Your attitude is infectious. You should realize that by acting enthusiastic, by being positive, you have an effect on all those you meet. Put aside your worries. You are a Salesperson. a Motivator, a Doer. Your daily activities affect those with whom you come in contact. You can help others feel better, and act more kindly. Let’s start today! What do you want to hear? So you want me to allow you to fail? Well you’re asking the wrong guy! Get organized. Set goals; write daily and weekly reports of the people you call on, and follow-up with them. Send Thank You notes. Be in Control. Do it, don’t just think about it.
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