FUNDAMENTAL MSF ACCOUNT EXECUTIVE SIMPLE AWARENESS FOR CREATING DESIRED RESULTS

Transcription

1 FUNDAMENTAL MSF ACCOUNT EXECUTIVE SIMPLE AWARENESS FOR CREATING DESIRED RESULTS

2 MSF Way Forward Demands Commitment and Accountability Denies Selfishness Accepts reality Seeks constant improvement Promotes the TEAM above self Page 2

3 We are DRIVEN by Passion - Do not be lukewarm. Commit to excellence. Unity - Do not divide our house. Put your team first. Humility - Know who we are, both our strengths and weaknesses. Thankfulness Learn from every circumstance Servanthood Make Teammates better and LEAD by giving Page 3

4 It is all in the title. Account - a (1) : a formal business arrangement providing for regular dealings or services and involving the establishment and maintenance of an account Executive - b : having administrative or managerial responsibility o We are not loan originators o We are not processors o We are not beggars for loans o We ask for commitment to embrace our process and policies o We are subject matter experts and provide valuable leadership o We have to be worthy of trust to build mutually beneficial and sustainable TPO business partnerships Page 4

5 Establishing TRUST Objections really mean I do not trust you, You have not earned my trust or I do not trust that you know what maybe best for my business We have to be a leaders o Leaders focus on achieving results by controlling what they can control and DECIDE to ignore the rest o Leaders protect their house and brand at all cost, always attack negativity and toxic apathy (excuses) Our culture and our results are in our hands, appreciate and acknowledge a job well done o Challenges or mistakes are an opportunity for us to improve and should never define us o Using WE and US not I, They, MSF, THE UW or MY MANAGER o Sell our operations team at every opportunity, our CAMs should be celebrities within our partnership portfolios. Create a perception of confidence and it will become reality. o We deliver bad news Not our CAM or UW. Be ready to take the fall for your team, see accountability below. A QB is judged on wins and losses Personal results not as important. We have to be accountable o Our livelihood makes us 100% accountable We are self employed franchise owners Embrace MSF process / policies The first step of being a leader is understanding we all have to follow, following starts by being accountable for embracing our process and leading to it What our business partners need to know, is far more important than what they want to hear. Be accountable for setting expectations we will deliver and not offering expectations to get a loan o Being accountable means we admit to our mistakes and LEARN from them o Perfect our craft if we are going to become a subject matter expert, we have to hold ourselves accountable for arming ourselves with industry knowledge.. Self teaching involved. We have to be consistent o Activity is not something that we can do occasionally A business lifestyle change that has to be programed o Answer your phone and s with relevant and valuable information 100% within your control If you don t know, you don t know but you should know where to find it OK to admit it but we have to follow through (What you need to know ) o Do not be afraid to say NO.. We are advisors leading to mutual profitability. People are always more than happy to hand you their problems. Take charge of situations that are in our control. Page 5

6 Building sustainability in any market Neutralize desperation desperation will disconnect your results from your level of effort, desperation breeds from a lack of preparation, a lack of planning and going through the motions (unfocused activity). Activity must be focused and purposeful. To focus activity you have to prepare yourself and to add purpose you have to be a consistent and accountable leader. Neutralize Fear If you have made a commitment to this business, you have to be all in with your investment and do the little things that allow big things to take place. True commitment will remove doubt and uncertainty (confidence). You have nothing to fear if you have truly put in the work to prepare.. preparation involves actions that few will see. Keep fear and uncertainty out of your business by keeping an eye on how you are going to achieve results and not simply your results (purpose). Average your time investment (Dollar cost averaging) Time as an AE is your currency to build your business Stay consistent with your activity, this is accomplished by making activity a habit. Habits can take 90 days to fortify and scheduled activity must be the foundation of your business calendar. We will have good days and bad days. Put the net result in your favor by setting your activity as a constant (hedge your time investment). Know how to create value Value can only be added to your partners and prospects if you know what you want out of your partnerships and have clearly defined what a valuable partnership looks like. Start now and write down what your ideal partner looks like. Why is this your ideal partner (mutually beneficial, residual and sustainable)? Take it another step When you find this partnership prospect, why are they going to want to partner with you (fact finding)? Value has to be defined and identified to be created and knowing how to qualify prospects (identifying and defining value opportunities) will help you limit opportunity cost and protect your time investment. Diversify When defining your ideal business, strive to build your business with diversity. Take into account your channel mix, product mix and % of production from each account. Sustainability is the key to a career and grants you liberty. Page 6