Chameleon

I am a big believer in the Three 10s in sales.?It is a concept that buyer behavior is based on three things only: the product, the company and salesperson.?On a sale of 10, all need to be at least a five to make a sale (meaning, there is no dislike).?In my world, I believe that most banking products are all generally the same (we are in 2023) and my Bank is generally good, safe and, overall, non-offensive (100+ years old, and not one of the ones you hear in the news for the wrong reasons).?At the end of the day, I know I have to win by being really good personally.

?My personal mantra is that I am articulate, intelligent, and personable. I work hard at my communication being really strong and personally being really well read on industry topics, but I was raised to be a chameleon.?My parents taught me to be kind to everyone but I grew up really well rounded because I had exposure to a lot of different areas.?I played basketball downtown at the PAL and I also sometimes went to the country club.?With all my experiences, as a kid and since, shame on me if I can’t find one topic to relate to my clients.

?One thing that strangely has been really consistent for me is being able to connect with people on an emotional level.?Now, I’m in banking.?That sounds strange, but I am committed to being genuine and I have had the conversation many times with people when they ask how I am doing, I will honestly say that I’m tired.?I used to say the joke that my life is ‘fulfilling, meaning I am full’, but I have found that in being honest in these times, everyone can relate to being tired.?Everyone is dealing with different things in addition to the Pandemic, but when you layer being a parent, work, family issues, other health issues, it is easy to just connect and agree that life is heavy in this phase of our lives.

?I am a millennial, but my best friend as a young kid was my grandfather who was a former marine.?He was a huge influence on me so as I attempt to be a modern man in this world, being honest about emotions and being vulnerable did not come naturally.?In retrospect now, it is probably the most powerful thing I connect with people on.?Shared emotions are another way to connect with other people and it is incredible the type of trust that it builds.?You truly need to know, like, and trust someone before doing business with them.?Being vulnerable, being honest, and articulately communicating those feelings have been a huge asset to me as I build relationships.?It is getting comfortable being uncomfortable about being genuine (let that sink in).

There is a concept that the highest form of intelligence is being able to take a complicated concept and being able to communicate it simply so others can understand (summarizing).?In a strange way by connecting on an emotional level, I am communicating something really complicated (feelings) and I am actually hitting on my mantra at all levels, being articulate, intelligent and personable.

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Jason Hornberger is a 30-something year old commercial lender at Orrstown Bank in Berks County.?He would likely be considered a dinosaur by his Millennial peers, but he tries to regularly put together engaging content to show his brand and thought process.?Social media is an online billboard and his goal is to establish himself as an ethical thought leader and someone that other people want to engage with (hopefully in business and in the community).