The industry's first billion-dollar originator has shared six principles of influence he says every originator should follow
Greg Frost, the mortgage industry’s first billion-dollar mortgage originator, has said that people in the mortgage industry should follow six basic principles outlined in the book “Influence” by Dr. Robert Cialdini.
The book was written in 1984 after Cialdini spent 35 years studying the psychology of influencing and persuading others – they key to personal and professional success.
Frost said that sales people can take advantage of opportunities that often go missed by using the six following principles:
1. Reciprocate
It’s the Golden to Rule to “do unto others as you would have them do unto you.”
2. Commit
Committing to something is a surefire way to get it done. Making a goal and sticking to it is key to success.
3. Stick together
It’s not always a bad thing to follow the crowd. When people are exhibiting characteristics that you admire, follow suit.
4. Keep on liking/admiring
If you like something that someone does or says, make a note that you like it. It usually means other people like it, and you should employ that same act later on.
5. Respect authority
Not always a thing you want to do, but respecting people and places of power will in return earn you respect. Don’t be afraid of power, use it to your advantage by acknowledging it and positioning it for change you would like to see.
6. Recognize scarcity
Noticing when things become less available put you in a place of advantage when they eventually dry up. Whether it’s a product or employee, knowing its limits puts you one step ahead.
