Matt, a loan originator from Farm Credit of the Virginias, recently shared the following with me:
- 2008 126.11% Finished higher than goal set by FCV
- 2009 215.78% Finished higher than goal set by FCV
- 2010 190.38% Finished higher than goal set by FCV
- 2011 95.64% Finished higher than goal set by FCV
Since completing the Mastering Sales Magnetism Program and going through quarterly sales training for the past four years, Matt has exceeded his annual sales goal by 157% on average. It’s an even more impressive feat given the fact that each year his manager has increased Matt’s sales goals. So what makes Matt a loan superstar?
According to Matt, “Since joining your Sales Magnetism class my production numbers have been off the charts! With your guidance and nudging along the way I have become a true sales magnet. You have taught me that sales is truly a mindset and if you think and want to make yourself successful then it is within your reach. If you focus on your strengths and focus on a bulls eye market (and not a fishing net approach) then that is the type of customers you will attract. That is also the type of customers who will send you referrals of people just like them. With this type of business model it has been easy for me to focus on who I would like to deal with. I can truly say that since joining your program the sales part of my job has become the easiest.”
While I appreciate the accolades, I agree with his assessment that he has the right “mindset.” I also know that what makes Matt special is that he gets things done. He listens, he learns and he applies. He looks for proactive ways to help his clients while helping his association.
In years of working with Matt, I always light up when I see him enter the room. Matt is a big guy with a formidable physical presence. But it’s more than his size that fills the room. He has an even bigger personality and heart. He truly is a shining example of being present and being of service, always adding value and bringing what he can to the table. His energy is infectious and others sense that immediately.
I love to call on Matt during a training session. I know when others are bemoaning why something is hard or can’t be done, he’ll prove them wrong. He’ll share a story of how he is beating the odds, implementing strategies, surpassing goals and serving his customers. Of course, he does it in typical Matt-style, with confidence but without cockiness. He’s affable and humble, so others are forced to take note even when they would rather cling on to their excuses.
When I do training sessions in Harrisonburg, VA where Matt has his office, he’ll check with me before the meeting to make sure I have everything I need, even though he is not coordinating any part of the event. He simply wants to offer his help in any way he can. He does that for me, and he also does that for his clients. And his colleagues. He’s a country mortgage loan originator and despite a tough couple of years in the mortgage market, Matt continues to shine. Lucky? Not a chance.
Who do you think his fellow portfolio loan officers are going to refer their clients to when they need a mortgage? What about the realtors in the area? Matt has the attitude, the mindset and the behavior to be a loan officer that get results.