Let's Share a Dessert!

You know, if someone asked you what you did or why they should work with you while in an elevator, and you only had until the doors opened to provide an answer. Dumb, I used to think. I used to hate it when someone asked me that question until I realized it was because I didn’t really know what to say. I would, like most people, just randomly vomit a few choice business school words strung together to say absolutely nothing.2 Timothy 4:2 says: “Be ready in season and out of season”. In other words, be ready to share with others whether you feel like it or not. “Be Ready”. 

I wasn’t ready. Then years ago, I discovered the power of what we call our EOS, Explanation of Services. Now I can’t wait to be asked because I have an answer. In fact, I’m no longer concerned about any question at all because the EOS framework works in almost every situation.

Here it is: 
1. What do you believe? 
2. Why do you believe it? 
3. How do you do it? 
4. What makes you different? 
5. Social proof 
6. Make the ask. 

What you believe is not debatable.

The reason this is such a great framework is that it starts with what you believe. What you believe is not debatable. Other people don’t have to believe the same thing, and that’s okay. Better to find that out upfront and discover a compatibility issue than to pretend or force a connection. 

My challenge to everyone at Churchill Mortgage is to understand what they believe about their job, how it serves other people, and why. When you step back and really assess how what you do helps others and work to articulate that, it heightens performance and job satisfaction. Every job is critical to the overall mission. It’s just that some people don’t take the time to understand.

Think about the toll booth operator. They have the ability to decrease road rage and anxiety from traffic by smiling and spreading kindness while collecting the necessary funds to improve the safety of the highways needed to allow for the transportation of food, materials, and products, as well as connect families and loved ones. What if they came to work every day believing that? It changes their mindset and changes how they see their job. If you are in sales, being able to articulate quickly up front to a potential client what you believe about them and why creates a connection and sets the stage to move forward, explaining how you do what you do. Otherwise, you are just a rate. 

I don’t have an elevator pitch, but I have some pretty strong beliefs about how we serve others and a framework to communicate why, how, and what makes us different, and I can back it up with facts.