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Top originators learn from their competition rather than being intimidated. Top originators invite the opportunity to conduct business with stronger, larger vendors and end-users; they are never intimidated by the possibility of expanding their network with clients that will help build their careers.
A relatively new originator (with less than three years of experience) was hesitant when soliciting business from a national vendor that had a relationship with a large national competitor. However, rather than being intimidated, the originator scheduled an in-person discovery meeting with the vendor to determine how his competition was servicing the needs of the vendor. The meeting resulted in a better understanding about the "real" capabilities of multiple competitors and helped the originator understand his position within the market. The originator carved out a portion of the vendor's business in which he was able to offer a better solution. Additionally, the meeting allowed the originator to approach other vendors with more confidence and win significant business based upon the gained market intelligence.
A seasoned originator with over ten years of experience had the opportunity to solicit business from a large, publicly traded end-user. The transaction was significantly larger than the originator's typical transaction. The opportunity was a referral from a smaller company which the originator has an on-going relationship and is a subcontractor for the publicly traded company. Rather than being intimidated, the originator used the opportunity to learn the nuances of facilitating larger transactions with more sophisticated end-users. The originator won the transaction and was subsequently introduced to other larger end-users. His business activity has increased over the past twelve months with both his traditional database and the larger end-users. The originator's confidence has improved exponentially and, while other originators may be struggling, he is gaining market share.
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