Solano Real Estate Scene: The elephant in the room

Salespeople who successfully sell financial services like stocks, insurance, residential and commercial real estate, construction projects and things like trains, planes and automobiles usually have a positive attitude and a smile in their voices and on their faces when talking to new and old clients.

Great teachers, coaches, pastors and medical professionals are also known for having a positive, winning attitude and seeing the cup as half full.

These folks have faith that no matter how hard things are today, with some hard work and faith, things will be better tomorrow.

Seasoned top producing salespeople know that the key to sales is relationship building, and they have learned through years of experience and training that no one wants to buy from a sour puss who is depressed, angry, grouchy or sad. The top teachers, coaches, pastors and nurses may not be selling a product, but they are selling hope and faith.

This past Memorial Day weekend was a sad weekend with America’s flags flying at half staff for the 1.4 million who have died in American wars and the 21 lives lost in Texas last week. I thought it would be interesting to write about how and why salespeople, like me, can come to work this week with a positive, winning attitude and friendly smile on our faces.

The key is the work and the belief that what you are selling can make a dramatic difference in a person’s financial life for the better. The top salespeople of the world are made up of the top 10% of the population in that industry, and one thing they all have in common is the ability to be positive and upbeat no matter what is going on in their life.

It may sound a little fake, but the last thing a new client wants to hear about when interviewing a salesperson is the huge argument he or she had with their spouse yesterday or their mom’s cancer diagnosis at their first meeting. Existing loyal clients who already know the salesperson is awesome and cares about them are a different story.

Raving fans who a salesperson already has a longstanding relationship with would probably be OK if the salesperson told them on a Monday that they didn’t feel well or were in a bad mood from a rough weekend, but first impressions are a key to success because it takes time for a salesperson to earn trust and a long-term relationship with a client.

I try to write with a hopeful and positive attitude about the American Dream, but the elephant in the room is evil.

Let’s assume that 99% of the U.S. population is good and 1% is evil. This is way more than the cup half full. Majority rules.

As a basketball and loan officer coach for 40 years, I believe teamwork is the key to success in business, family and life. It takes a village to raise a child and it will require all 99% of the good population as a team to defeat the 1% evil.

The Celtics may lose to the Warriors next week, but I guarantee all 10 of the players will be on the same page and work together if they have any chance at victory. The U.S. must find common ground and work together if we have any chance of winning the American Dream for our kids and grandkids.

For the veterans and our active duty, thanks for your service. And for those of you who lost loved ones, we will never forget your family’s sacrifice for our team.

Jim Porter, NMLS No. 276412, is the branch manager of Solano Mortgage, NMLS No. 1515497, a division of American Pacific Mortgage Corporation, NMLS No. 1850, licensed in California by the Department of Financial Protection and Innovation under the CRMLA / Equal Housing Opportunity. Jim can be reached at 707-449-4777.