Of course, this is easier said than done.

Here’s what works:

• Self-realization is key: Managers and originators alike must be aware that they’re repeating the same behaviors and expecting different results. Only then, can real change take place.
• Cultivate a growth mindset: Top originators consider themselves life-long learners and are always open to learning ways to improve their sales strategies. The more willing you are to learn new techniques, the easier it will be to change your selling tactics when you need to.
• Seek out an accountability partner: Coaching, training or education that reinforces new skills can make a big difference in your results. “While it’s up to the individual to take the first step, sales leaders can have a profound effect on someone’s self-realization [and future success],” said Andrew Clarkson, CMB, VP National Mortgage Production at UnitedFedCU.

For additional details, listen to my Mortgage Manager Playbook podcast episode, “Getting Out of Your Comfort Zone,” featuring Andrew Clarkson.

Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit https://patsherlock.com.