After my lunch with A, I immediately reached out to her #1 in the company colleague (whom I had met before) to set up a coffee meeting. When I met with J a week later, we had a great conversation. I mean, this dude is just the epitome of calm and cool. Sure, he wore a very nice suit, but he was just chill. And we talked for hours.

The heavy hitting agents? They talk. A lot. They run raffles. They run contests. They invite potential buyers to lunch with lenders to get them preapproved. Somehow they get buyers to agree to this. The lesson? It’s about confidence, certainty, and swagger. It’s as if they make the ask without asking. It’s more like, “Let’s do lunch” rather than “Do you want to meet for lunch?” There’s a fluidity to the ask.

And ultimately, all of this communications mojo is honed through networking… Story after story, he told me about how he went to a meetup or a happy hour or a party or an event, talked to some people, befriended them, they introduced him to yet more people at the event, and bam, he got business from these guys the next week or two. I mean, at the highest level, this is how business happens, right? It’s WHO you know.

I noticed too that with both of these loan officers, they’ve never really been about getting every client. They understand from the get go that they will not earn the business of every person, and they are ok with that… and I think how it translates is it exudes confidence to the clients. In other words, it’s totally free of desperation. So that’s my first realization. Maybe in some way, I have been coming across desperate? Two. Building my network and social skills will only help me in this business. More networking (which was already one of my new year goals). Three. The success of others leaves clues. When you exude cool, you attract people. There isn’t really a slickness but rather a chill authenticity… Anyway, I saw it in J and I’m convinced it’s part of his magic.

All of this reminds me of experiences from my childhood. When I was in school, I was often bullied, bc I was Asian (only 10 in a class of 1200) and bc I was scrawny. I had my friends but for the most part, I was considered a nerd. But in Chinese school, which I attended every Sunday, I was the cool kid, er rather, the mean girl. I carried myself differently in Chinese school. I was a badass in Chinese school. And the way classmates interacted with me was different. I’m convinced that confidence is 80 percent of the game, so I’m continuing to build it through skills mastery and stronger mindset.