'Finding Gold! Why Top Sales People Know Where to Look!'- By Christine Beckwith- National VP of Realtor & Sales Management- AnnieMac Home Mortgage

'The Art of Finding Consistent Top Sales!'

Ever feel like a gerbil on a wheel? You're running hard every day but feel like you're getting no where?  Well, look around you. One thing is certain in mortgage sales and that is that sales people who are finding the gold will continue to do it consistently. Also, when they strike it rich, you can bet on them running the gold mine dry before moving on to the next one.   

So, this then begs the question HOW are some sales people inherently unable to find gold AT ALL??  The answers are really simple, they aren't looking in the right place. 

Here's my Top 3 Reasons Successful Sales People Always Strike Gold!

1.  They Focus Daily on Profit & Money Making Tasks:  Top Sales People innately know that their next 3 paychecks are coming from todays ability to stay in the pocket of prospecting.  Top Sales people will service their clients well, manage their pipelines efficiently and they will quickly return to marketing, prospecting and networking and stay in that pocket 80% of their time.  Unlike less vigorous sales people who will sit on their 3 sales like they are laying the golden egg, over obsess on the things they can't control and become completely distracted daily with their to-do lists, which are by and far made up of non money making things.
2. They have a Great Map for Finding Gold (Sales):   Top Sales People go after the gold. They are not afraid to seek opportunities with high volume referral partners and clientele that will leverage their current sales into the next set of referrals.  I have consistently seen mediocre and poor sales people migrate to who wants to talk to them at networking events, rather than going for the guy or gal who is surrounded by dozens of wanting suitors. Top Sales people believe they have something to offer, have a value proposition and speech on deck for the moment they get the ear of that top producing referral partner, if only for 5 minutes. They are mentally prepared for the "No" and not afraid to get the "No" several times before getting the "YES" but they completely believe they will get the YES.  The important part here is they have probably done homework on their targets and know they aren't mining barren land. 
3. They Focus on Results: Top Sales People will focus on how much they need to fill the machine to maintain a consistent level of sales. They also know when to shift gears if they have come to a dry well.  Mediocre sales people tend to believe they can change the outcome of a sale they made and will push forward in disbelief if the sale is not rendering results.  They will keep on going to the referral partner who literally has nothing for them with the idea that "together they will grow into sales" and while it's good to have growth partners, having nothing but these types of referral partners will bleed a sales person dry of resources while rendering little gold.  Top Sales people will minimize these kinds of relationships and go after the ones that render immediate sales and can continue to do so on a consistent basis. They are always focused on the results of their actions and know that they must get them in order to raise their game. In short, they must get nuggets of gold while mining for the big find and will not get caught up in the weeds of this ideal.

I've had the pleasure of working with all kinds of sales people. I just finished a 2 day retreat with new sales folks to my company and so it can be said that I possess both the belief and faith that I can grow any sales person into a top producer. 

  I will tell you my top sales lessons are always in working smart, execution and measuring results consistently. I've seen many sales people become the next best producer. I have handed over the trophies to the guys and gals I know worked hard and fought hard for their results.  I love a great under dog story and I've told a few of these in my day as both an originator and a leader, personally, and there is little else as exciting or rewarding.  Top Sales is really a simple game of daily focus, but it is something that seemingly evades many sales people.  

My best advice for both sales people and leaders of sales people is not to mistake activity for results. You can pack up the hiking gear, head out to the river, pan rocks for days and never find gold which means you may have worked just as hard or harder than the guy who knew where to go, went their and probably shouldered his way into his square foot of mining space, to find that nugget of gold.   Think about that.  It's a simple change of location and requires the same effort.  Make the change!

This is not my opinion, it's a fact.

#mysalestruth