In the world of sales, positioning is crucial. This is a simple objective: to make your Key Targets™ think of you as the best mortgage originator and the only one they should be doing business with.
Have you positioned yourself as THE Mortgage Professional? Have you established your professional presence? Here are three aspects within your working life to evaluate.
- Visibility – Remember that you and your actions are your product. You must make sure your Key Targets™ know what you do, how well you do it, and how valuable you can be to their business and income. Look for opportunities that will showcase you as THE Mortgage Professional. Do you have a professional presentation prepared that will set you apart?
- Image – Many people will make up their mind about you within the first 10 seconds of meeting you. Obviously, these fast opinions are superficial, but they have serious impact. You want the first impression to be a good one. When you go to work everyday, what does your appearance say about you? Find someone you need to make a good impression on. Take a look at how they present themselves and consider how you might emulate them. People relate to others who are like them, and your appearance is an important first step. Are you outdressing your competition?
- Relationships – You can only develop meaningful relationships with your Key Targets™ after spending quality time with them. If you focus on forming a friendship while providing incredible value, you will win every single time. Key Targets™ want to do business with someone they know, like, and trust. Are you giving them a chance to know you? Are you keeping personal information on them and using it to demonstrate you care?
What are you doing that makes you memorable?