Messages from the Masters
Steps to Professionalism by Tom Hopkins

A professional is a person who has dedicated himself or herself to a career regardless of the field. It's the opposite of an amateur. Professionals also make more money - could there be a relationship behind that fact? You bet. In selling situations, and in life, how you present yourself plays a big role in how people think of you and how much attention people are going to pay to what you say. A dedicated professional commands more respect than a casual amateur. Always.

Step #1 - Start with Your Attitude.  Are you a professional? If so, why not let everyone know it. If not, maybe that's why you're not as successful as you would like to be.

Step #2 - Personal Appearance.  Are you really satisfied with your appearance? Grooming is important, good clothing is a must, and how about your health? Shape up your body, and it will shape up your attitude.  

Step #3 - Business Appearance.  Your customers and clients relate financial success with competence. Does your car communicate financial success? How about your briefcase? Your time planner? Are they well organized or stuffed to the gills with miscellany?

Step #4 - Organization.  Customers relate being organized to being competent. Organization is recognized as being on time, having a neat desk, being ready with the answers, and diligent follow-up. All these things tell your people that you are a person worthy of their confidence and the confidence of their friends.

Step #5 - Talk Like a Pro.  Avoid shop talk. Some people think that using all kinds of fancy terms means that they're experts. A real expert can explain a complex, technological process in plain English. So ask questions. Choose your words carefully. And plan your presentation from the prospect's point of view.

Step #6 - Stay in Tune.  Ours is a changing profession. Pushy, obnoxious salespeople are gone along with the less competent. People demand excellence from salespeople, and reward that excellence with referral after referral. Devote a regular part of your week to learning new skills and sharpening existing ones.

Step #7 - Respect Your Fellow Salespeople.  They have the same challenges as you do. They deserve the same credit and recognition when successful, the same help and encouragement when faltering. Everyone wins when the team gets stronger.

Step #8 - Remember Your Family and Friends. They want a high quality relationship, too. Plan time for family and social needs.  This will assure you of their understanding and support when business takes you away evenings and weekends.

Step #9 - See The People.  There are literally thousands of people in your area who need and deserve the professional services that you provide. Make them aware of what you do. Be vocal about your abilities and qualifications. If you don't take it to them, they may get shortchanged by someone not as good as you.

Step #10 - Integrity Keeps You There.  Nearly every day an opportunity arises to take unfair advantage of someone. Professionals know that today's dissatisfied clients may prevent them from making transactions in the future.  Professionals know how important selling with the facts is. Stretching the truth, omitting information and avoiding present challenges by stalling or blaming someone else is for the bush leaguer. Sell with the facts, and you only have to sell them once.

You can receive more information about Tom Hopkins as well as receive 20% off his audio and book products by going to or calling 877-929-0439.

Provided courtesy of  Jim Rohn International

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