Top originators want to know why their clients choose them as their financial partners. When asked, clients often provide some of the most revealing insight into an originator's real value proposition.
I recently facilitated an exercise with a seasoned originator in the commercial equipment finance and leasing industry. The originator listed attributes which he believed his clients would say were his most beneficial offerings. The originator included several attributes which were company driven: fast turnaround, competitive pricing, easy documentation process, etc. We then contacted several of the originator's top clients and asked them why they used this particular originator and his company. The results were more personal:
Professionalism of the originator
A "can do" attitude of the originator
Reliable personal service
A straightforward approach to business - no nonsense
A trustworthy individual with dependable service
A business partner in good times and not so good of times
The exercise proved that professionals want relationships with other professionals. Origination is personal; sales are personal.
People deal with people that they like and trust. Top originators make a difference because of who they are and how they interact with others. We all have a personal value proposition and when we flaunt our personal attributes we increase our network, our business partners, our production, and our personal incomes.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.