Zoom Out to Zoom In

When I put on my mortgage advisor hat, I tell people they have to be aware of what’s happening on a national level. Yet, they can’t make their decisions based on that. Instead, they should get hyper local about the market they are investing in and analyze that data right now in order to make a sound financial decision using the information available.

From the point of view of fine tuning my own advice, I’ve had to accept a hard truth. If I only rely on the information created and marketed to my space – the real estate and mortgage experts sharing their industry insights – I’m not going to be providing the best advice. I can’t ignore those market updates but I have to zoom out and gather outside experts opinions in order to provide a well rounded perspective. I have to zoom out first and then zoom back in and re-evaluate.

If you consider a point of tension (a fight) that you’ve had with a loved one. Years later you have a perspective that would have been so helpful back in the moment. When time allows you to step away from the emotions and chaos, your brain processes more logically. As a salesperson, I want you to try to gain a distanced perspective right in the moment. It will give you an edge over your competition and allow you to teach your client something they didn’t already know, which is the hack to unlocking trust.