Having a heart for service is one of the key ingredients to success in any organization. When leaders prioritize their people and focus on creating an environment that encourages collaboration, creativity, and growth, everyone benefits.
On this episode of The Leadership Circle with Katie Grimes, we explore how having a heart for service can help you build strong relationships with your team members and clients creating an atmosphere where everyone wins.
Meet Katie Grimes
Most people equate the home loan process with going to the dentist or negotiating with a used car salesman. As your mortgage lender, I’m here to change that. First, I listen to you and provide a free, personalized consultation. Whether you prefer to talk in person, on the phone, or simply complete an application online, I make sure you get the payment you want and the terms that maximize your financial goals.
Second, I answer my phone when you call. It seems simple, but you’d be amazed by how many clients tell me they could never reach their previous lender after-hours or on the weekends. Working with me means you have direct access to me, always.
Lastly, I’m laser-focused on making your home loan process a positive one. I promise your experience will be easy, seamless, and pain-free. In fact, my team is proud to call many of our past clients our current friends.
When I’m not working, you can find me with my husband Dave, our four (yes four!) kids, and our french bulldog Pepper at the Leawolf Dog Park.
Connect with Katie Grimes:
Here's what we'll cover on this episode the The Leadership Circle ...
Leaving the safety and security of a corporate job to break off on your own can be an intimidating thought. After all, it's not just leaving a salary and benefits behind, but also the comfort of knowing that you have a steady paycheck coming in each month. However, for those brave enough to take the leap into entrepreneurship, there are countless rewards waiting for them.
Katie left the safety and security of a salary job - with four months of expenses in savings. She took a full commission with no safety net. Her determination proved successful, because she killed it without needing to dip into that four months of expenses (aka her husband's boat fund). Today, Katie has just finished her fifth full year in the mortgage industry. She has a team of seven, and is top three in the city, top female, and closing north of a hundred million in business a year.
Katie had zero background in sales. She didn't have any formal sales training - and still doens't. She just knew how to take really good care of people - which has been her advantage from day one.
Just care about you people. It's that simple. Most people in sales automatically go in with what can you give me? And so that feels really gross and spammy. Instead ask - how can I be of service to you? Come with a heart for service.
For Katie, success is about how she makes her clients feel - a trait most women can connect with. A woman's ability to put people first allows her to provide exceptional customer service and build relationships of trust. This is a superpower in male dominated roles.
The financial service industry is male dominated. Katie feels it is probably a breath of fresh air for some of her clients to just feel a little bit more of that polish that women have. Women are counselors, cheerleaders, and the ones that are going to get stuff done.
Mortgage lenders don't like to tell people no - but sometimes, the no is all you get. Katie gives the why so she can give you the YES you both want. Katie's motto is that it's never NO - it's always a not right now, but let's fix this.
What sets Katie apart is that if there is a way to get something done, she will figure it out and make it happen. Her team always knows a way to make it work, in fact, she doesn't even have a denial letter that goes out to clients. She's never formally denied somebody from a loan because she believes a no now is not a no forever.
Katie doens't present denials, she presents solutions. A lesson we should carry to every area of our lives. There is a solution to anything. Yes, sometimes it costs money, time and effort, but there is always a solution. If you're willing to put in the work - you'll hit your goals.
People buy based on emotion and justify with logic. In Katie's industry, people buy a home because of the way it makes them feel. There's some form of emotional attachment - be in the dream, a memory, a vision, a story you want to create.
This is true for all industries. People buy based on emotion. You have to tap into the emotional reasons someone will buy from you before they will even begin to consider the logical ones. A true sales superpower is understanding people and helping them bring their vision to life.
Katie considers her biggest challenge to be delegation. As a naturally doer, Katie struggles letting others take the reins. But it's important to trust. Trust in yourself, your team, and what you've built as a whole.
Sometimes, it's easier to just do things ourselves than to train someone to do something the way you want them to. But this is dangerous - if you are the one who physically touches everything that comes in - you'll end up working yourself to death.
Katie's success in the mortgage industry has been due to her ability to put people first and provide exceptional customer service. She understands that it is important to tap into emotion when selling, as people often buy based on how a product or service makes them feel rather than its logical features. Katie also emphasizes the importance of delegation for those who are naturally doers - trusting yourself, your team and what you have built together is essential for long-term growth. Ultimately, Katie serves as an inspiring example of someone with no sales background succeeding by focusing on providing value to others through excellent customer service.
And remember - don't let your business run you. You have the power to run your business however YOU want.
Connect with Katie Grimes:
The Leadership Circle happens every Monday at 12pm Central time inside the Free Be in the Room Facebook Community! Subscribe to the YouTube Channel so you never miss an episode.
Ryann Dowdy is a community builder and expert in sales. She's built multiple 7-figure businesses of her own - and helped hundreds of women successfully build the 6 and 7-figure businesses of their dreams. Women have been drawn to her programs not only for her incredible expertise, but also for the community and connection opportunities they find themselves missing in their everyday lives. Today, as founder of Be in the Room, Ryann's mission is to create a space for women to come together and be fearlessly themselves while empowering the next generation of female leaders.