Category: Sales
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90 Days to Better: Make Your Advice Personal
There are many things that we can all do in this business to go from really good to great. Part of why the best people succeed, is thanks to the fact that they are always looking for areas of improvement. Don’t use the same ‘script’ with clients and just change the numbers. You need to…
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90 Days to Better: Get More From Annual Client Reviews
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Annual Client Reviews must no longer be an optional service for your clients. It must become a regular part of your business, and in doing so, they become another reason your clients will value working with you before, during, and AFTER the transaction! On #TheBorrowSmartTeam, our Mortgage Advisors have a goal that at least 50%…
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90 Days to Better: Salesperson or Difference Maker?
High Trust Selling by Todd Duncan is one of the best books for mortgage professionals. Read it, study it, teach your team about what it contains. Todd Duncan had been a mentor and coach of mine for many years, I even coach other mortgage professionals for him now! The book has 14 laws that are timeless, but the first…
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90 Days To Better: Gaining Freedom of Relationships
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My #1 goal with this #90DaysToBetter series is to help you set up your mortgage business for greater success in the future. One of the many things that has helped me is gaining the freedom of people who I want to do business with. Why? I don’t want to be trapped in draining relationships or…
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90 Days To Better: Let’s Get Strategic
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I have found that the key to success in this business is to be strategic about how you view the impact on your clients. When a Mortgage Advisor thinks tactically, that results in the purpose of the customer being to get a sale. Take that thought and get strategic about it: the purpose to get…
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90 Days to Better: Gaining Freedom of Time
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If you had freedom of time, what would you be doing with it? We all need freedom of time for family, ourselves, personal health, time to work on business, and to master necessary skills. We are all going through a very fast transition in this industry and need to prioritize what is important! #90DaysToBetter #TheBorrowSmartTeam
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90 Days to Better: Why Should a Realtor Choose You?
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In the mortgage industry, we understand how important referrals are for our business. On #TheBorrowSmartTeam, we make sure in the first meeting with a Realtor to show them how we can both increase their revenue and service. We have systems in place that allow us to increase our client referrals and, in turn, increase the number of…
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90 Days to Better: Let Go!
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As anyone who I have coached or worked with knows, the first thing I tell people to do is LET GO. Let go of anything that is not working. Instead, focus on the three things that you need to do every day to be successful. Find someone else who can do those others tasks so…
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90 Days to Better: Are You Asking for Referrals
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Ask yourself, how much of your business do you get from client referrals? This is important because word of mouth is the best form of advertising. You don’t need to wait until the end of the process to ask for a referral either! No, after the first conversation is not too soon. Hopefully, within that…
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90 Days to Better: Leading Your Team
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To all of my team leaders out there, this one is for you! We always need to be focused on how we can be better leaders because its importance is often underestimated. Become a student of leadership yourself so that you can better lead your team. You can start by reading one of the many…