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Every originator I know wants to be valued and appreciated by their clients and referral partners. We all know the answer lies in increasing your value with your clients and referral partners above and beyond that of your competitors...right!
We all want to increase our value, yet how does one do it?
I believe two of the key elements is tied to FOCUS and putting the needs of others before yours.
By focusing on the business you want, the people you want to connect with and the behaviors/actions needed to succeed, you are drastically increasing your value and loyalty.
There is a saying:
"If you chase two rabbits, both will escape."
What this means is, you have limited time and resources and by trying to be everything to everyone and not focusing your activities, you become like a rudderless ship in the ocean.
The problem with most loan originators is the marketplace does not see them as special, rather most are viewed as commodities. Actually the real problem is, deep down most originators put their needs first (before their clients) while also viewing themselves as commodities to both their clients and referral partners.
Todd Duncan teaches the need to focus on three things:
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The right priorities
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The right relationships
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Both should be supported by the right purpose
He also teaches the purpose that carries the highest level of influence is:
"Be a giver and not a taker"
One of the greatest ways to change you personal influence is to change your thought process from TAKING to GIVING!
When you know:
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What your doing and the purpose behind what your doing is because you want to make a difference (and)
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You want to give something to a client or referral partner they are not getting from any of your competitors
You are increasing your loyalty by increasing your value.
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