The D-E-V-E-L-O-P process can help sales people shape their networks
to bring fruitful results and increase sales by developing meaningful,
value-added relationships with centers of influence and customers.
Ask yourself the following question: Did you instantly have borrowers
requesting loans the moment you stepped into a sales role? Unless you
were handed a current client base, the answer is no. You had to develop
that client base.
Even if you were handed an existing database of names, you had to
develop the relationships with those people and continue to move those
relationships forward. No mortgage originator was ever hired to reduce
sales volume, get fewer borrowers and worsen relationships. No, your job is
to develop territories, portfolios, books of business, relationships, etc.
There are many ways to find borrowers. You can advertise, search lists,
cold call, ask for referrals, etc. But finding clients is just the beginning.
You also must develop those relationships to give yourself an edge against
those originators who do not. Don’t be transactional — be relational. If you
aren’t developing, you aren’t maintaining, and you’re actually falling behind
the originators who are moving forward, growing and developing.
So, what does D-E-V-E-L-O-P stand for? Simply this:
D — Deliver
E — Exceed
V — Vision
E — Elevate
L — Leverage
O — Opportunities
P — Partnership
Let’s look at the pieces of this handy mnemonic and discuss what they
mean for mortgage originators.
Deliver and Exceed
Your word should mean everything. Simply, you need to deliver on your
commitments. If you say you will call your client or a prospect, then call.
If you say you’ll get back to them with some requested information, get the
information for them. It’s all about communicating what you’ll do and then
doing what you committed to do.
Too many people in service industries don’t follow through on what
they promise to their customers, prospects, community influencers or even
referral partners. Be the originator who delivers, and don’t give anyone a
reason to find another provider. If you don’t D-eliver, you can forget about
The second half of this is setting clear and concise expectations. Don’t leave
things open ended. People want to know what to expect. Then, once expectations are set, exceed them. Do not tell someone you will call them in an hour
if you intend to call them in two hours or the next day or, worse, not at all.
If you tell people, you will call back in an hour, call them in 45 minutes
and exceed their expectations. Most people fall short of exceeding expectations, so this is a chance to set yourself apart by making this a consistent
part of your relationship approach. Don’t overcommit and underdeliver —
commit and exceed.
Vision and Elevate
Do you only see what’s right in front of you? A horse runs with blinders.
It has one objective and only one path. You have many roads to success.
You need to remove the blinders of simply maintaining your daily activities
and occasionally look around to see what’s down a different road.
Vision isn’t only about what we see, however. It is about what we don’t
see as well. Vision is a universal term for several senses. Do you see obstacles
and remove them? Do you listen to what is said and not said? Do you feel
the emotion in your relationships and understand when things are good
and, more importantly, when things are going sour? Although there are
many roads to success, there is typically one road to your destination, and it
takes vision to see the entire map and plot a course down the right path to
your ultimate destination.
Once you have vision, you can begin to look beyond the daily grind and
reach for the mountaintop. This will take teamwork, however. Contrary to
popular belief, there are no individual sports. A single golfer, racecar driver,
wrestler or runner isn’t the only victor in those contests. Behind the star is
the caddy, the pit crew, coaches, trainers, etc. Their goals are to elevate a
star’s level of performance.
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