Thank you so much for being curious and wanting to learn more about what I can offer you as a Business and Sales Coach!
Often, I’m asked how and why I came to become a Business and Sales Coach. In reality, it found me years ago, I just didn’t realize it.
I’ve always been in sales. Early in my career I sought out and found, management positions, also. As a salesperson on the front lines, I had an interest to learn about the who, the why, and the how, of the thinking process behind the decisions that were being handed down to us. I also hoped I could find a way to influence these decisions from the perspective of a front line salesperson.
Honestly, I found many of the decisions to be based on numbers and not in the reality of sales. However, it was my job to find a way to convey the directives to my staff in a way that made sense to them and at the same time help them to find a way to success. In other words, acting as a Business and Sales Coach.
I didn’t spend my whole career in management. In fact, my biggest breakthrough in how powerful sales could really become at one of the lowest points in my life.
It was about 10:00 at night on a weekday in the late summer of 1999. As was a Mortgage Loan Officer in Private Banking, serving the elite customers of the bank where I worked, I was sitting in my office on the 3rd floor of a high rise in downtown Dayton, OH. I was working horrendous hours to serve these high profile clients.
On that particular night, there was a dangerous thunderstorm. I decided to wait for it to pass before walking the 3 blocks to the parking garage where my car was parked, to go home for the night.
Unfortunately, the storm didn’t pass, instead, it intensified! The alarms in the building started to go off, shrilling, “Seek Cover, Seek Cover!” I hoped that being on the 3rd floor, I wasn’t really in all that much danger, but I was prepared to dive under my desk at any second!
It’s funny what you think about in moments like those. I had recently broken up with my boyfriend after 5 years, during which time I had helped to raise his 3 children. We were dating within a year of their Mom’s death, so I was the only Mom his children had. On top of losing the 4 of them, I also lost all of our friends. Somehow, over the years, I had lost track of my friends and only spent time with his friends. My daughter was away at college and my son was off living his own life.
In That Moment
Sitting in my office and listening to the storm and the alarms, it became crystal clear to me that I had no real friends. I was frightened, with no one to call. No one to even tell where I was, in case the building did collapse. At that moment I truly understood just how lonely and alone I really was.
I know, sad, right. The thing is, I knew better than to let myself get into that position, but I hadn’t been diligent enough with my relationships and there I was, alone, again.
I’m not a whiner or a cryer, but I did allow myself a few moments of self-pity. Then, because I am, at my core, a problem solver, my brain switched over to problem resolution mode.
I started asking myself questions:
-Do I really not have any friends? I had to answer yes, sadly.
-Is this something I really want? Definitely not!, I shouted in my head.
-How does someone who is nearly 40 years old (at the time) go about making friends? Ummm…I was stumped.
Then it dawned on me! Every day I was sitting in front of 6-10 clients. What was stopping me from turning them into my friends?
That’s where it started
Over the next few months I practiced turning the clients I really resonated with into my friends. Over the next year, I went to lunches, and dinners, and movies, and the theatre, a white water rafting trip, and a vacation to Florida, with my friends. All of whom started out as clients. The best part? Guy and I met, and we have been together since 1999.
During that time I created a process to stay in touch with everyone, so no one would feel forgotten or ignored.
About 18 months later I looked up from my desk and realized that I hadn’t had to leave my office to do any searching for any new clients for a very long time.
I’ve always been a bit of a number and statistics person, so I went over the sources of my clients for the past few months and realized that almost all of them had been referrals from my friends, who were also former clients. The unanticipated result of focusing on creating a network of friends was the creation of an evergreen network of business referrals.
That’s the day I knew I had a system. I solidified my system and processes, and I was consistently in the top 10% of all loan originators in the country in the number of loans closed annually.
It turns out that business success is found by doing those small behaviors, consistently, that lead to happy clients, and for me, wonderful friends.
All told, I’ve been in sales for over 40 years. I left the mortgage industry in 2010, and between then and now I’ve started 3 businesses. I’ve used my system and processes to grow each of those businesses much faster than I ever imagined possible. Now, I’m ready to share my knowledge and skills with you.
I’m so glad to have you along for the ride!