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Playing to Win
By: Bill Sparkman,
The Coach
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In
the mortgage business, as well as in life, there is a fine line
between winning and losing, success and failure, fulfillment and
struggle. I've often wondered why it is that some people seem
to achieve success in life almost effortlessly, while others seem
to come up short in everything they try? What is the common denominator,
the tie breaker if you will? Is it ability? Knowledge? Skill?
Hard work? Luck? Are some people just natural born salespeople?
I don't think so. I'm fairly certain that no doctor upon delivering
a newborn held it up and said, "Look, you've had a salesperson."
He could have said with every delivery though, "You've had
a winner." We were all born to win. Here's what I've learned
about winning, in the mortgage business and in life.
- Winning
is a mental state of mind, a choice, one that peak performers
make everyday. They choose to be successful and will not settle
for anything less. Winners make better choices and take full
responsibility for their results. Winners know that the only
barrier that exists between themselves and getting what they
say they want are self imposed. They don't blame interest rates,
underwriters, programs, "flaky" borrowers, or the
weather on lack of performance. Their credo seems to be the
10 most powerful 2 letter words I know, "if it is to be
it is up to me."
Winners in the mortgage business, and life, love what they are
doing. I recently saw a book in a bookstore that really sums
it up for me. The title was "Do What You Love And The Money
Will Follow." I didn't need to read the book, the title
says it all. Why is it that so many people are willing to settle
for less, in business, relationsips, or life itself? Few people
are willing to make the necessary changes to create an outrageous
and fulfilling life.
- Winners
transcend the words persistence and determination to another
level. In a recent talk to a group of young athletes I spoke
to them about "Punching Your Way To Success."
Over the years I've learned that sometimes you just have to
"punch" your way to the top. The word "punch"
may be associated by some with the long practiced macho sport,
testing ones strength and stamina over another. As I use it
however, punch is neither violent, nor physical. It's something
we "have" not something we "do."
Punch
is a state of mind. It's the recognition that barriers exist
only if we allow them to stop us; that meeting resistance is
a sign that we're making progress; that opposition means we
are on the verge of a breakthrough.
When
we finally breakthrough, it's not so much because we've beaten
the opposition as "outlasted it."
The
most important characteristic of "punch" is not raw
power, it's persistence. Overcoming our addictions, our grief,
and our personal flaws, rarely happens with a single swing,
it's done over time - a fight during which we renew our determination
every time we're knocked down, celebrate every moment we manage
to stay on our feet, and continuously affirm the meaning it
gives to our lives.
"Punching
your way through" is less about right hooks than the right
attitude, less about hammering our opponents than forging our
own character. Sometimes the sweetest victory is simply lasting
until the final bell.
- Winners
play hard, and they play to win, what is distinctively different
than playing not to lose. They are compelled to achieve what
they say they want and are willing to pay the price, no matter
what the cost.
- Winners
can enroll you with their enthusiasm. There is excitement in
their eyes, confidence in their words, and passion in the way
they play the game. People want to be around them because of
their positive outlook and powerful presence, and yes, even
that is a choice, they choose their attitude and only associate
with others of like mind.
Who do you currently hang out with? Who do you spend time with?
Are your circle of friends positive, powerful, supportive, creative,
happy, enthusiastic, and successful? Or are they negative, depressed,
stuck, whining, complaining, non-supporting people who can always
find fault with your ideas and plans?
It
may be time to upgrade the people you spend time with, friends
as well as co-workers. It's simple; for better results and increased
success surround yourself with high quality, high energy positive
people. Why? Because that's what winners do. Start by getting
rid of those negative people who are constantly trying to make
you feel as miserable as they do.
- Winners
take risks. Winners know what they want and are continually
working on the highest priorities to move them closer to reaching
their goals and dreams.
- Winners
get what they want because they make more requests. They don't
let rejection stop them. If you are not achieving success I
would ask you when you stopped asking for what you wanted. When
did you make it okay to not have what you want? Wayne Gretzky
said, "I am absolutely guaranteed to miss 100% of the shots
I don't take." Asking is the world's most powerful and
neglected secret to success. A clever, imaginative request can
open closed doors and closed minds.
- Winners
are self motivated and self directed. They are driven by clear
goals and high purpose. There is a fire in their belly that
is absent from low achievers. They seem to achieve more in less
time by focusing their efforts on high priority tasks such as
prospecting, networking, and following up. They spend less time
getting ready and more time in action. You can't make cookies
by reading the recipe. My definition of enlightenment is the
ability to match insight with action over a sustained period
of time.
- Winners
balance their personal life while aggressively pursuing their
business goals. This can often seem challenging even for the
most organized individuals. Let's face it, if you are successful
and have no personal life then perhaps you need to redefine
what success really is. You don't want to be the richest person
in the intensive care unit.
- Winners
stop often to evaluate their results, what they are getting
for what they are doing. It is one thing to have targets and
another to stop long enough to see how you are doing and make
the necessary adjustments to stay on course. Great loan agents
have this same ability, they know when to call time out.
In summary,
that fine line between winning and losing can often seem impossible
to achieve. It takes commitment and true desire. It takes trust
in your own ability and faith in the process. It takes guts, hard
work, and a great sense of humor. You make your life and career
an exciting adventure or a boring existence. The choice is yours.
Get Bold!
In the difficult
times just remember why winners win;
- Winners
choose success. Winning is a state of mind and not an accident.
- Winners
are determined to achieve. Their persistence knows no boundaries.
- Winners
play to win. They are pro-active and are not tentative in their
actions, they are focused.
- Winners
are enthusiastic about life. They are truly excited about what
they are doing and have a way to transfer that excitement to
others.
- Winners
take risks when others retreat.
- Winners
make more requests. They get more because they ask for more.
- Winners
are self motivated.
- Winners
create balance in their lives.
- Winners
evaluate their results often.
- Winners
make adjustments to their strategy regularly.
Bill
Sparkman, "The Coach"
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