Is Attitude Really Everything?

We’ve all heard the familiar phrase — attitude is everything. But how true is it in the world of sales? A positive attitude is, of course, no substitute for skill, but attitude does play a considerable role in the success of mortgage professionals. Proficient technical skills on their own won’t necessarily win over prospects or put clients at ease — this is where attitude really becomes important. If you feel that your technical skills are well-honed and you want to improve your attitude to boost your success, here are a few things to consider:

Communicate Confidence

Confidence needs justification. It should come from a foundation of trust in your skills and knowledge. But occasionally, even the most seasoned professionals don’t display a confident attitude. Communicating confidence includes making eye contact, a firm handshake, articulate speech, and comfortable rapport. While we never want to cross the line into condescension or arrogance, a confident attitude demonstrates your expertise, skills, and value.

Your prospects are looking to you for guidance. They want to be entirely confident in their decision to work with you, and that’s very challenging if you don’t comport yourself with confidence. Convert prospects into clients with a confident attitude that assures them you have the knowledge they need and the capacity to help them make all the right decisions. Confidence shows that you’re engaged, interested, and eager to participate. It benefits you equally, too —when you exhibit confidence, you remind yourself just how capable you are. It’s a tremendous source of drive and motivation, especially when you face a challenging situation.

Be Positive

An optimistic, positive attitude is one of the most widely applicable qualities, and it starts with you — how you view situations, handle negative thoughts, and react to things that are beyond your control. When you cultivate a positive mindset, others notice it.

Clients often find the mortgage process overwhelming, and that can make them anxious. They’re also usually excited and happy about buying a home. As their loan officer, you play a role in determining which emotions they engage with. When you’re positive, you help them to have a positive experience. When you lack positivity, you can stoke their concern and hesitation. A positive attitude also plays a major role in the culture of your office. That culture is shaped by individuals, and everyone plays a part. If you show up to work happy and engaged, you’re contributing to a healthier culture. And like confidence, positivity plays a significant role in your own experience of your work. It prevents burnout, minimizes stress, and helps you find fulfillment in your work.

Cultivate Curiosity

Curiosity works as a terrific balance to confidence. It’s the desire to learn and grow that should continue all through your career. Fortunately, we live in a world where it’s easy to feed that curiosity. From articles and books to online courses and podcasts, there are inexhaustible resources available right at our fingertips.

Curiosity supports confidence — it drives you to keep learning new skills and strategies that can help your business and your clients. When taking an interest in new marketing methods, for instance, you’ll likely reach prospects you might have otherwise missed. It’s not just curiosity in your industry, though. It’s curiosity in the people you engage with. If you want to boost your curiosity, start asking more questions. Clients will always appreciate the personalized experience and attention to detail. And just like positivity, curiosity contributes to a stronger work culture. It helps you get to know (and bond) with your colleagues, and it also contributes to a culture of growth. That motivation to grow isn’t only seen in the work culture, but also in you as an individual. Curiosity is probably the single most important quality to enhance if you want to grow your business, advance your career, and find long-term success.

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So, while attitude may not be everything (in the mortgage business, you’re going to need the hard skills to back it up), it does affect every area of your work. Whether it’s prospects and clients, colleagues and referral partners, or your relationship with yourself — your attitude plays a key role in determining your success.

If you’d like to talk more about the importance of attitude, or if there’s another issue I can be of assistance with, don’t hesitate to reach out. I’m always happy to block off some time to connect.