If you haven't seen the movie, "All That Jazz" you should get the DVD any way you can. This is a movie that has, as a subtle yet integral message, a lesson that we all should learn. The star of the movie, Roy Scheider, who plays the part of Bob Fosse, a Broadway director, choreographer and well-known raconteur, teaches the lesson. Apparently Bob Fosse, had a habit that became a part of his life, that we should make a part of ours. The movie contains scenes where the lead actor uses two specific words constantly. These two words teach us a principle that should be applied to your life as a mortgage representative. I promise you, it is a part of my life.

One of the basic principle's taught by every motivational teacher since the idea of "secrets of sales success" was first thought of, is to be upbeat and hide your personal and business problems. Your clients, both potential and actual, don't want to listen to you whine, don't want to hear you complain, don't want to be brought down by your problems. They want to do business with successful, upbeat and interesting people. So-- you must create that image, no matter what is going on in your life. Your clients don't care to hear about the flat tire you had, the difficulty you're having with your children, mother, father, sister, brother, aunt, uncle, cousin. They want you to help them be successful, and your responsibility is to be sure to get clients approved for their mortgage. Those people, who are best able to help others be successful, exude the image of "SUCCESS."

While watching this movie, one activity that took place, struck me as so very important that I have used it repeatedly. This activity, a physical expression of a psychological event, showed that regardless of what was going on in bob fosse's life, no matter what outside influence's might have an effect on his life - he had to go "on stage." He had to go "on stage" as an actor - as a dancer - lover - father - boss - promoter or loan officer. When he went "on stage" he was no longer the same person who had been in the wings of the stage of the theater. In the wings, he was merely a man. A man that had so much evil chasing him, trying to influence his life, evil which created untold problems, than he could count. But when he went "on stage" he had a part that had to be sold to the audience that evening. He needed the audience to buy his act. He wanted the audience to give him a standing ovation. He waited for the "BRAVO" in order to take his bows. He was a perfect actor.

Before he went on stage, he checked himself in the mirror, primped himself, pinched his cheeks, slicked his hair, checked his clothes, shoes and teeth, snapped his fingers and said "Show Time." It was more than just a physical act; it was a way of putting his mind in a certain place, a place that was positive, free of problems, cares, and any influence from the devils in his mind. It helped create a mindset, clear his mind of any negatives and be ready to sell himself. This is an action I’ve taken for the last 40 years, when going on a sales call. I physically snap my fingers; say the words "Show Time" just before I get out of my car.
Mortgage representatives should make it a part of their routine especially when they go on a sales call. In fact if you can discipline yourself enough you will try the "Show Time" routine whenever you need to enter into any conversation.

Therapists will tell you, that after practicing any positive act, for any period of time, it eventually becomes a part of you.

Ralph LoVuolo 917-576 1230