Congratulations! That nasty rodent, Punxsutawney Phil, predicted 6 more weeks of Winter but even he couldn’t make it last forever. In our business, it’s not so much about the weather as it is about the selling. It’s the time that we all look forward to when everyone is happier, and ready to buy. So dust off the cobwebs, figuratively and literally, and make the most of it.
Let’s start with the work space: Brush up on your compliance knowledge. Is your office ID-Theft-proof? File or shred anything that has non-public information. Check that your files lock and your computer shuts down and is password protected. Don’t let anyone into your office when you are not there. As for the accumulation of dust, well, that’s a whole other issue. But it’s also important. Your customer’s have immediate reactions. When they walk into your office, make sure it screams, “A PROFESSIONAL WORKS HERE!” Obviously, that means getting rid of any trash and cleaning up the overstock of papers that the lenders have sent. But, it also means looking around at your personal items. I like seeing items that show your customers that you are a flesh and blood person; like pictures of your pets, your children, your significant others, even plants if you have a green thumb. But if these items have grown in abundance and threaten to take over your office, it’s time to purge. Keep it neat and relevant.
Now, about that tired presentation: I’m always so impressed with people who go outside of their comfort zone to learn new ways to make their presentation fresh without being told to, and, even, at times, taking on the expense of investing in themselves. If it has been awhile since you have tried to improve on your performance, please reach out to your Jeram Marketing representative. We will work with you on a plan to change or tweak it.
SELF-IMPROVEMENT SUGGESTIONS
If you are looking for some changes to improve your performance, try these:
Change the physical appearance of your menu—this could be the descriptions, the headings, the way payments are listed
Change the wording of your presentation—make it positive and relevant to them. Don’t forget to get them excited about their new car.
Read a book! There are many choices including those that speak to your career and those that are simply sales or motivational readings. My recent favorite is “Make Your Bed” by Admiral William H. McRaven (U.S. Navy Retired)
Take a class or seminar. Jeram Marketing runs several one-day seminars and work shops throughout the year .
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