Basketball coaches often say that a team plays as good as it practices.  A good solid performance in team practice sessions will lead to a good, solid performance in a real game.

As a mortgage sales professional, you are in a “real game” every day.  Each phone call you make and take, every sales call you conduct and group presentation you deliver is a measure of your performance.  So, are you practicing to play?

Great athletes practice.  Great musicians practice.  Great public speakers practice.  Great salespeople practice.  And finally, great mortgage professionals practice too.  That’s how they all got so good!

 Suppose this year you are planning to make about five sales calls a week and deliver one group presentation a month.  You also figure you’ll be making three to four client phone calls a day.  At that rate, do you realize you will be “performing live” over 1,000 times this year?  That’s a lot of game time!  Are you practiced and ready for that?  Are your communication and selling skills honed for peak performance?

Here are three basic “plays” you should practice:

1.  Setting appointments.  Before calling a real estate agent, builder, broker, etc. to ask for an appointment, script out what you want to say.  Then, call your own phone number (you’ll get voice mail because you are on the phone!) and practice your request.  Then, play back your message and listen to how it sounds.Repeat the process until you are happy and then make the live call.

2.  Sales visits.  Before rushing out the door for a client visit, practice how you will open and what questions to ask.  Also practice your ideas and solutions you’d like to present.  You’ll be that much better when you arrive.

3.  Group presentations.  Ask for a couple of volunteers (office friends) to sit in on a rehearsal of your presentation.  It’ll be good preparation for you and you’ll get valuable observations and feedback on how to make your presentation even stronger when you are in front of your audience.

 Some mortgage salespeople think practicing is silly.  For the most part, it is these same people that need the most work!  The better you practice, the better you play.  Don’t be afraid to practice your profession.  That’s what will make you better!

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