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TRIGGER ENTHUSIASM FOR EVERY PROSPECT
Debbie Allen
The key to your success is to raise your own energy and enthusiasm; when you do, people will automatically be attracted to you and what you have to offer. Enthusiasm and energy attracts. You have a tremendous responsibility to your organization to always be ON. When you step into your office, walk into a sales meeting or meet with a client, you are on stage. Just as an actor walks onto a stage, you need to be ON every time your audience is watching you. Your clients are
your audience. They always can tell if you are ON or just acting the part. Your attitude, energy and enthusiasm play out your results. Make every effort to be ON during every moment you actually communicate with your potential clients.
So how do you get ON when you’re feeling OFF? If you fi nd yourself in a slump, it’s a pretty good bet that you put yourself there on your own. Therefore, you can move out of that slump on your own, too.
Emotion is created in the sale by your enthusiasm for what you have to offer. Enthusiasm is contagious, and your positive
emotion will be transformed to the prospect. Selling is, and always will be, a conveyance of feeling. If you can get the prospect to feel the same way about your product as you do, they’ll buy it. Greater passion and enthusiasm leads to greater sales – it’s really that simple.
You express your passion and enthusiasm by the intensity of your voice, your body language, and your facial expressions.
Be aware of these things, and use them as another tool to create more sales. Effective selling is about creating emotion
and ownership in your client’s mind first. How can you create energy, enthusiasm and optimism as needed on demand? You create it by building vividly imagined, meaningful, exciting and worthwhile goals.
Before going to sleep at night, line up the resources, thoughts, ideas, know-how and confidence you need. You have every reason and right to anticipate successful results. The belief you have in your properties, your service and yourself is what creates enthusiasm. The deeper your belief, the more you believe that what you have is the very best, the greater and more genuine your enthusiasm. When you present yourself as relaxed, energetic and confident, your prospects feel that security, too. It enhances trust and makes decision making comfortable.
Motivate yourself to ACTION. Get moving and fi nd something to get excited about everyday. All motivation is really selfmotivation. So get motivated. What motivates you? Are you motivated by reading selfhelp books, by attending a great seminar or simply by calling a friend or family member who brings you back to reality? Make Optimism a Habit Optimism is massively misunderstood. Most people believe incorrectly that being optimistic means always feeling cheerful, happy and “positive,” never acknowledging adversity, problems or setbacks. This sets up an impossible standard. Certainly, no human can go through life having only positive experiences, and no mortgage professional can go through life without experiencing setbacks, either.
Why develop optimism as a habit? Because negative habits of blaming undesirable experiences or outcomes actually can make you physically sick. Pessimistic feelings or a “poor me” attitude create the same ill behavior. On the other hand, when you develop the habit of optimistic thoughts and responses, you might not only enhance your emotional well-being, you also might enhance your physical health. If you don’t enjoy dealing with people and helping them to discover solutions to their problems, then being a successful mortgage leader is not for you. Your attitude determines your outcome everyday in your business. Create “I CAN DO IT” optimism habits. You can be inspired and motivated to seek new opportunities, to correct your course, and to rise above any sales frustration. You make this choice. No one makes it for you.
Follow these steps to build your optimism: Four Steps to Developing Optimistic Habits
1. Care about something passionately and make it part of your everyday life. What inspires you, motivates you and makes you happiest?
2. Get excited about what you are selling and share with sincere enthusiasm. Feel the joy and the difference you make by
offering value to your clients.
3. Enjoy life to the max and create a life balance that brings you peace and tranquility. Relieve stress by spending
time in nature or through daily meditation.
4. See life as a kid would see it. Keep on learning, growing and enjoying. Enthusiasm can give you the energy you
need to take action. It motivates everyone around you, your lending team, your clients and your business associates. Enthusiasm often can carry you far beyond any talent or skill you may be lacking because enthusiasm is contagious. It shows that you are exciting and open to learning more. It is a sincere positive attitude flowing out of you. Others naturally gravitate to this kind of energy.
Debbie Allen is an author and professional
speaker. She can be contacted at
866.453.7046, or by e-mail at
dallen@lendingsuccessonline.com.
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