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What does an originator offer to his vendors and end-users?
The market rewards originators who offer unique value. The market rewards non-commodity offerings. Vendors and end-users want solid advice from originators. They want to know what an originator can provide which is unique, which is exceptional in the market, and which is different from the competition.
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Every originator should have a personal value proposition (PVP). A PVP includes those attributes which an originator offers to clients which are specifically based upon the originator's personality, the originator's experiences, and the originator's personal knowledge. A PVP is in addition to the value offered by an originator's company.
- The strongest PVP's are unique. The PVP must be different from the competition and distinguish the originator within the market. It is good to have a solid PVP. It is impactful to have a strong PVP that is significantly unique.
- Originators must be capable of articulating how their unique value will benefit their vendors and end-users. It is one thing to offer unique value. It is impactful to have a unique value proposition which is highly beneficial to an originator's clients.
The market is demanding more from originators. Both vendors and end-users want to know why an originator is the best financial partner for them to use in 2025. Top originators can explain with confidence why they are the best option in the market; specifically, how they help vendors close more business and specifically, why their end-users benefit from having them as their financial partner. The strongest originators have a strong PVP, and they sell their unique personal value proposition with confidence.
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