BY NICK BROWN
Recently my parents gave me a few boxes of “memories”I apparently still had stored in their basement. As I looked through the boxes remembering all the great times and experiences I came across my very first copy of Stephen R Covey’s “The 7 Habits of Highly Effective People”. Ironically, just days before this I had started reading the book again. I asked myself, is this just a coincidence or something more?
It had been a number of years since reading the book and not surprisingly this time as I read the messages seamed to apply more to credit unions sales and service than to me personally. Each habit I went through I said to myself, “Wow, this applies so well to what credit unions should be doing for their membership and their teams”. With that in mind I am excited to share some of my brief thoughts on how “The 7 Habits” can be applied to your credit union sales efforts.
Habit 1: Be Proactive
In “The 7 Habits”, the first principle of effectiveness Covey teaches is being proactive rather than reactive. As explained this means taking responsibility and ownership rather than avoiding it through blame and excuse. It is in recognizing the ability we have to influence and shape our outcomes.
When a consumer engages the credit union for a new product or service, a reactive representative would see the member as the expert, knowing what they want and more detrimentally, what they don’t want. I find that many credit union sales representatives operate from a reactive position allowing the member to define their relationship with, and the value they receive from, the credit union.