?> There's No Substitute for Passion
Top of Mind Networks

There's No Substitute for Passion

"I just want to be inspired."

"I just want to be inspired."

I’m going into my 7th year at Top of Mind Networks and am blessed to, I think, have figured out one of the secrets of success.† Well, it’s technically not a secret.† And we all have it inside of us.

It’s passion.† Pure uninhibited passion.† The joy for the game.

Here are my goals when going into a selling situation:

1)† I’m going to find a way to help my prospect whether I’m compensated for my efforts or not.

2)† Never discount the competition. In our space, the pace of innovation is staggering.† Product differentiation becomes clouded.† I need to connect on a deeper level.

3)† Communicate this if nothing else: I love what I do for a living.

Outside of my immediate family, my career consumes me.† And here’s the funny thing – I am not a workaholic.† My secret is that I’ve been able to make CRM sexy, exciting and fun.† When I’m in the car, I’m always trying to find new angles, provide more value for my clients and differentiate from my competitors.

Hopefully, when you read my articles, you can sense how inspired I’ve become about this stuff.† You’ll see that I’m not faking it – after all, it would be a nifty trick to fake it for this long.

Once you’ve gotten to this point, it just becomes second nature.† The passion emanates from every activity, no matter how routine or mundane.† Each task has become another building block toward what I’d like to become someday.

It might take 5 months.† It might take 5 years or more.† Frankly, I don’t really care how long it takes.† The journey is the fun part.† And if I’m ever fortunate enough to reach my final destination, whatever that might be, I’ll likely jump right back into the muck.

Do you feel this way about your business?† If you don’t, here are a few tips:

1)† Find people who do – and spend as much time around them as possible. That was one of my core reasons for attending Bloodhound Unchained last week in Phoenix.

2)† Watch the NHL Playoffs tonight, tomorrow, and until they end. Hockey is pretty far down the list of my favorite sports.† But the play-by-play during the action of an NHL Playoff Game is scintillating.† Even if you’re not a hockey fan, or even a sports fan, do yourself a favor.† Turn on the hockey game, crank the volume up, and close your eyes.† Just listen to the announcers.† That’s what I’m talking about – pure love for the game.† Pure passion.

3)† Determine why you’re in this business. A Jerry Maguire moment here.† (By the way, this is another very inspiring movie for me).† Try to remember the first loan you closed and how it felt at the closing.† Let that feeling back into your life.

Passion is the single most effective sales tool in the world.† There’s no book or blog post that’s going to teach you that.† It’s up to you to harness its power.† To close, I’d like to quote “Dicky Fox”, the inspirational character from Jerry Maguire:

“Hey, I don’t have all the answers.† In life, to be honest, I failed as much as I’ve succeeded.† But I love my wife.† I love my life.† And I wish you my kind of success.”

May 6, 2009 by · Leave a Comment

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About Mark

Mark is President of Top of Mind Networks, specializing in turn-key CRM solutions for mortgage professionals.


No Responses to “There's No Substitute for Passion”
  1. David Orsini says:

    It is hard to believe it has been that long. The journey has been fun man; I look forward to the next 7 years!

  2. The passion definitely emanates from you, Mark! All of my own clients who have spoken with you have commented on your enthusiasm and open nature. Of course, I’ve been lucky enough to witness it myself.

    And for all of you who read Mark’s post and think, ‘Man, where did my passion go? Have I lost it? Shoot, I’m just darned tired and wore out.’ Don’t despair, that “passion” is still in there, ya just probably haven’t watered it in a while and like all other things in life, it can’t grow unless you tend to it.

    Tips for Tending to your Passion:

    1. Celebrate the victories, no matter how big or small they might be. Two client of mine, a husband/wife team, recently convinced Corporate to allow them to bring on 2 additional branches. They took my advice to celebrate and went out for a pig-out session at their favorite sushi restaurant. By marking the victory with a positive memory that will stand out in their minds, they will naturally be eager to create more of the same positive experiences.

    2. Write your wins and challenges down in a journal every night before you go to bed. Beats the heck out of watching Bay Watch re-runs. Going back over your personal wins and challenges provides you with documented proof that you really are THAT good and will fuel your mindset with the “right” attitude.

    3. Take Mark’s advice and circle yourself with enthusiastic, goal-oriented peers in your industry. Passion and enthusiasm are contagious. If your tank is low, look for those folks who are eager and happy to share some of their steam with you!

    And just a little something from me to you to get you started on the right foot today:

    Don’t Quit

    When things go wrong, as they sometimes will.
    When the road youíre trudging seems all up hill.
    When the funds are low and the debts are high.
    And you want to smile, but you have to sigh.
    When care is pressing you down a bit.
    Rest, if you must, but donít you quit.
    Life is queer with its twists and turns.
    As every one of us sometimes learns.
    And many a failure turns about
    When he might have won had he stuck it out:
    Donít give up though the pace seems slow.
    You may succeed with another blow.
    Success is failure turned inside out-
    The silver tint of the clouds of doubt.
    And you never can tell how close you are.
    It may be near when it seems so far:
    So stick to the fight when youíre hardest hit-
    Itís when things seem worst that you must not quit.


  3. Mark Green says:

    David/Victoria, thanks for the comments. Victoria – also, thanks for the kind words. I used to have a bell at the LA Times. Every time we made a sale, someone would go and ring the bell. It was always fun.

    I think I’m gonna bring that tradition back here at Top of Mind. The difference being… we’ll right the bell every time someone around here does something to help someone: a client, a fellow team member, a vendor, etc.

    It’s the little things that lead to sales after all – and they should each be celebrated.
    Maybe I’ll make it a Cowbell. MORE COWBELL!!!!

  4. Mark – You are DEFINATELY one PASSIONATE dude!!!!

    Everytime I talk with you, I can feel your spirit and joy in what you do.

    The Mortgage Cicerone!

  5. Brian Brady says:

    Love Dicky. Here’s another one;

    I love to wake up in the morning. I clap my hands and say “This is going to be a great day!”

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