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How Attitude Impacts Sales Success

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We commonly thing of the tangible things we can do to make progress when we think about success and improvement. Maybe we look into setting a new goal or taking a class, for instance. But there’s another more evasive component of our work that often has equally important significance — our attitude. How do we honestly feel about our work? What kind of feelings do we give off to our prospects, clients, and colleagues? How are we contributing to our office culture? Our attitude plays a role in just about everything we do, and it can propel us forward or hold us back Here are some of the most important areas where attitude can have a considerable impact:

Your Client Experience

What’s your attitude like when it comes to working with clients? Have you been through the process so many times that you’re feeling a little bored? Do you get frustrated when you receive calls after you’ve left the office? Are you tired of answering the same questions over and over? Feeling this way is understandable from time to time, but when it starts to define your attitude, your client experience will undoubtedly suffer. Clients know when you’re annoyed or are rushing them through the process — and they don’t like it. They want a loan officer who comes in bright-eyed, energetic, and ready to work as a team to arrive at the best possible outcome. Only when your attitude is enthusiastic, optimistic, and eager to help, will your client experience be first-class.

How You Work with a Team

It takes a team to successfully complete the loan process and mortgage professionals need to work together to function efficiently. What’s your attitude when working with your team members? Do you consider yourself the centerpiece of the puzzle, or do you value everyone’s input equally? Do you communicate gratitude to your team members, or can you be dismissive of them? Your attitude informs how well your team functions, and in turn, informs how efficiently the loan process is completed.

Your Ability to Network Effectively

We all know that a strong network is an invaluable asset. That’s why many of us invest regular time in networking. In this case, your attitude will largely determine your results. When you attend a networking event, do you really want to be there?  Are you only there for personal gain? If so, other people can see that. Aletrnatively, when you network, are you excited to meet new people, learn new things, and make real connections? We’re always picking up on each other’s attitudes, and from the very first impression, these attitudes can say a lot about who we are and what we’re about.


Our individual attitudes deserve more of our attention — we need to cultivate the ones that support our success while correcting the ones that can drag us down and hold us back.

If you’d like to talk more about attitude, or if there’s another matter I can be of assistance with, don’t hesitate to reach out. I’m always happy to block off some time to connect.

Don Riggs

VP – Retail Market Leader

NMLS 132702