Perhaps you have aspirations to become a superstar in your branch, market or company. It may not happen tomorrow, but it can happen. Even top producers worked their way up through the ranks on their own road to superstardom. In order to become a superstar salesperson a year or two from now, you need to take on the attitudes, habits and practices of a superstar today.

This process begins by "contrasting" how you run your business to how a superstar runs his or her business. This can be accomplished by answering two very important questions.

• What do superstars do that I don't do?
• What do I do that superstars don't do?

As someone once said, "You can't get where you are going, if your first don't know where you're at." To get a complete picture of where you stand, create a detailed list of answers to both questions. Be honest in your assessments. This analysis will show you the "gap" between where you are now and where you want to be.

Here's an example of what one analysis might look like:

What do superstars do that I don't do?
Get into work an hour before me every day.
Have a personal assistant working for them.
Keep, update and mine an electronic database of client and contact names for more business.
Throw big client appreciation parties once a year.
Spend a lot of money on personal marketing.
Fully utilize step-by-step systems for loan pipeline management and tracking.
Talk with other company superstars and share ideas.
Own and use a telephone headset.
Ask for referrals at every step of the process.
Run their business from a written business plan.

What do I do that superstars don't do?
Work with too many low payoff referral clients.
Give concessions out of my pocket to save deals.
Take-on tough, marginal loans and toil for days trying to make them work.
Get caught up in a lot of office chitchat.
Give up too easily or too soon on a prospect.
Fax out rate sheets.
Run my day from a reactive instead of proactive mode.
Get bogged down by technology.
Make excuses for things I know I should be doing.
Fear the "big fish" in my market and avoid them.
Think short term.

Your list may look completely different, and that's okay. You now have a clear "contrasting picture" of the differences between you and a superstar, and you'll have built an action plan for change. Each month, add one superstar characteristic to your business and at the same time, remove one characteristic that's holding you back. In just two or three years, you could develop into the superstar you want to be. It's happened to others, and that means it can happen to you!

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