Sorry, I can't tell you the name of this mortgage broker but the other day we had a coaching session.
She was a little nervous about her financial future. Of course, for almost everybody the global financial crisis is a big concern. But that's the wonder of coaching.
She started saying that she was very concerned about the financial crisis, her business AND by two personal situations.
I told her, "so your mind is occupied by thoughts that are not going to produce you any money."
She said that yes and that her main concern was that she wasn't seeing any people because she didn't know where to get them. Then, I asked her what were her financial goals for this year. She said, "I'll be happy with $3,500.00 a month."
Then my coaching question: "And from where is this money going to come?"
I love their faces. They put a face like saying: "That's why I hired you!"
I replied:
- "OK, yes, so tell me, what are you going to do?"
She said, with light in her eyes:
1. "I can visit the business at my neighborhood. I have lived here in the last 18 years. They know me so I can approach them. I will do a plan. Yes, yes."
But it was too easy and when the sales representative discovers that she/he has the solution(s) for their problem(s) she says to herself: "UUPPSS, that was too easy!!!" and suddenly resistance appears so I immediately asked the following:
- "Do you mind telling me another two places where you can get clients for you?:"
Resistance: "Well I don't know, it's difficult... is going to be hard... bla, bla, bla..."
Suddenly her eyes lightened up, her face turned red, stopped breathing, put her hand in her mouth and said:
-"I run an office that has 30 Realtors and there are some regulars but there are a lot that I don't know or they don't go to the office so, maybe ... if I talk to them... maybe..."
This was solution number 2. And then, she was enlightened with solution number 3:
"-I have worked for the bank for the last 18 years. Since then I have made a lot of clients. In fact, I started my career as a Mortgage Broker calling them and telling them that I was leaving my position and starting my career as a mortgage broker and that I was going to sell for the bank. They gave me a lot of referrals which I translated into clients. So... I can do the same now...!"
And her face, selling career and life were enlightened. Why? Because she found what to do in order to get the deals she need in order to have an income of $3,500.00.
And she was enlightened by herself. She crafted the solutions for their own selling situation.
I just asked questions.
What else? The emotions expressed in her body language were congruent with the selling strategies that she created for her business. They came from deep inside, her experience and her own knowledge.
Normally, they know what to do.
