Years ago, Heejin employed a huge stable of loan officers who were mostly men with a lot of testosterone, attitude and drive. She reigned over them with an iron fist out of pure necessity to keep the company in line. Her managerial exploits were both legendary and comical, as she was frequently seen dressing down large men twice her size. Our compliance attorney used to say she had the best run company in the industry.
And all that used to work wonderfully well. But not anymore.
We not only never hire loan officers at JVM, we also never hire any “high drive” sales people at all. There are two reasons why.
First, the industry has changed so much that most “high drive” loan officers simply lack the diligence to manage complex mortgage transactions in an efficient manner.
But more importantly, we figured out that “To Sell Is Human.” This is an excellent book we read that explains how selling has changed in the post-internet-age. Selling is no longer about pushing, manipulating and withholding information like it was all too often in the past.
According to “To Sell Is Human,” selling is all about providing as much information and service as possible with very clear communication.
The best sales people are not extroverts. The best sales people are highly organized and congenial people with humility and an ability to see the perspective of others. Most of our staff have no idea that they are the best sales people in the world right now, as most of them thought they’d never be in sales. But, according to “To Sell Is Human,” we are all sales people now.
We highly recommend “To Sell Is Human.” It will change the way you think about selling, and make “selling” in 2016 much easier.
Jay Voorhees
Founder/Broker | JVM Lending
(855) 855-4491 | DRE# 01524255, NMLS# 335646
