I have spent a great deal of time in these posts sharing information and strategies that have helped my originators and managers outperform the industry averages. Sometimes it’s doing something completely different than the others are doing, and other times it’s about adding one touch, or one contact, or one small additional step that changes the outcome dramatically. So much about what I share is about systems and procedures placed over a timeline that it really helps make the fundamental part of originations simple to follow and duplicate. The one area I spend less time talking about is what I am going to share today is perspective.
So many times we have people that have all the “tools” to be successful originators or managers, but there is just something missing that prevents that from happening at a higher level than they are. This is also true of those professionals that are doing better than average, but not as well as they could. I believe that the difference is largely due to perspective. How do they look at themselves, their team, their clients, their systems, and their business? In many cases, the differences are mostly about the way in which people view these things and how that affects their outcomes.
The old expression “Is the glass half empty or is it half full” comes to mind. Is the work we are doing proactive or reactive? Is it transactional or relational? Is each deal a simple transaction, or is it part of a long term strategy? Is our perspective influencing our outcome for the good or bad?
I like to think of this as a lesson learned from the movie “Groundhog Day”. If you have never seen the movie, go watch it. If you have seen it, go back and learn the valuable lesson of perspective. Circumstances are always linked to a positive or negative possibility. If something appears negative, look and see what you can do to change it to a positive. How is each person, situation, obstacle, or event put in front of us, actually an opportunity to improve ourselves or the fortunes of those around us?
Our business outcomes can be anything we want them to be. The clients I coach all make specific choices about how good they are, the processes they use, the quality of the customer and referral partner experience, and how much money they earn in the time they work. Not any one of them is the same. None of them do everything we talk about. However, a common thread appears over time, they all understand the value of having a really clear perspective of who they are and what they are trying to accomplish! Some start with that perspective, and others move toward it over time! Either way the results are the same, approaching your business with a really clear vision of what you are doing and how it connects to everything else around it can make all the difference. And sometimes that difference is HUGE!
Take some time to watch “Groundhog Day” this weekend. Pay attention to the evolution that takes place when the perspective changes. In the movie the change takes place seemingly overnight; but we all know that it wasn’t the case. Your business won’t change overnight; but it will change dramatically over time for the better. And after all, why not get a little better each day? You can’t change everything, but you can change enough to really matter!