Category: Sales
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Are You Providing Information or Solutions?
Mortgage Loan Officers, are you providing information or solutions? Listen in and learn how to overcome this common marketing faux pas here:
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LESS LEAD GENERATION, MORE LEAD CONVERSION
There are two big areas of business… how to generate new business, which is the common topic and focus. The second…, less discussed, is how to capitalize on the business that is already in front of us. In this interview, I share a really valuable mind and skill set for Real Estate Agents and Mortgage…
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Make Your Commission Income Predictable
When you are in a commission-only sales career, there are some things we have to understand: You cannot control the results. You cannot control when a client will finally find that dream home. You cannot control when a prospective client will say “yes”. There are so many things in our business that we don’t actually…
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Make Your Commission Income Predictable
When you are in a commission-only sales career, there are some things we have to understand: You cannot control the results. You cannot control when a client will finally find that dream home. You cannot control when a prospective client will say “yes”. There are so many things in our business that we don’t actually…
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Thinking 10x – A December 7th Opportunity For You
As our 10x Growth Summit approaches on December 7th, 2016 I get more and more excited at the opportunity once again to dramatically impact the lives of fellow mortgage, real estate, and financial professionals. I get to share my passion in helping others think bigger about what lies ahead for them and what they are…
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Are you REALLY Available 24/7?
Every time I see a sales professional put this on their business card or post on a social media site, several emotions always come over me. Sadness. I feel sorry for those who feel the need to always be available in order to win business. I know deep down they’d give anything to not…
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Who Decides What is Valuable?
So much is said about the importance of creating value for our customers. When you are building a career in an overly commoditized industry like the mortgage industry, it’s imperative that loan officers spend a lot of time figuring out how to be valuable to their clients. I’ve often coached my loan officers that until…
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It’s Not the Business – It’s You
Too many times we hear business owners and sales professionals giving excuses for why they aren’t achieving their goals or why their business is not where they wish it was. Let’s be clear: don’t confuse the complexities of the business you’re in with your own current skill set and capabilities. Many times, the goals people…
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Do People Know You?
As a business owner or commission-only sales professional, your biggest obstacle is obscurity. If people don’t know you exist, then they aren’t thinking of you when the time comes for your product or service. When someone complains to me that they don’t have enough business, or are not able to close more deals each month,…
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Attitude Check
I shared the following with my employees this week, and thought I would share this with you all: “The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than the facts. It is more important than the past, than education, than money, than circumstances, than failures,…