Tenure: Asset or Hindrance?
One 17 year veteran recently passed on my training program. Fair enough! She initially was excited about it, but she wanted "new" stuff. When I told her that I was going to teach her to work her past clients in the most effective way–she balked. People have been teaching that for years.
Mostly, she said she wanted 100% techniques that haven’t been around for very long because ’she’s been in the business 17 years’ and has seen it all.
Her production last year? Not great.
Her production this year? Not great.
Yet she wants to have nothing but the "newest" stuff. My guess is that this isn’t the problem. My guess–and it’s just a guess–is that there’s a fear of action now that the business is different. No longer is EVERYONE a possible customer, and she probably lacks the skills to put herself out there.
Ego is something that kills careers. When the market changes, the past stuff you did no longer can pay today’s Visa bills. The stuff that used to work to a mass audience doesn’t work anymore. Ego makes us all revise old memories. It makes us go back in time and color things so you were a little more correct, a little more spot on, and a little more in tune with what is happening.
And it distorts reality. To make Tenure an asset, we have to throw away subjectivity. Really, it doesn’t matter TODAY how many loans you closed 5 years ago. It doesn’t matter how you used to get customers.
What matters is that you have 17 ways of getting customers right now that work in a post-implosion world.
What matters is that you take action, embrace NEW ways of doing things, and commit to the OLD ways of doing things that still work. Pay attention to reality–not fantasy–and don’t worry about the method’s you’re using so much as what’s working.
When you see someone with 17 years of experience, they may not be teachable, or they may, like Brian Brady, America’s #1 Mortgage Broker, learn new techniques, new ways of doing things on such a regular basis that they are absolutely unstoppable.
When experience meets an eagerness to learn, there are no limits to what a loan officer can do.
Why not train with us to see what you can accomplish?
http://loanofficersurvivaltraining.com/classes
I think I might have spoken with this particular person. The problem is that so many people are seeking the new, easy way out.
It’s work folks; if it weren’t difficult, you wouldn’t have a chance at making 7-figs. I don’t need new; I need results-oriented tasks.
I said this before and I’ll say it againfor everyone’s benefit; Chris ain’t selling new- he’s selling effective
Brian- You might have. Results are where it’s at. As far as new goes? I have a really, seriously innovative social media widget. Greg would hate it but it works.