Tag: dearloanofficer
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90 Days to Better: Are You Focused On Revenue Or Expenses?
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Are You Focused On Revenue Or Expenses? So many people are way too focused on cutting expenses – whether that be at corporate or individual levels. Remember, if you subtract expenses from revenue, you can find the actual profit. Don’t get me wrong, it is important to watch our overhead costs and expenses. However, I…
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90 Days to Better: Never Quote Price Until…
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Never Quote Price Until… Often, one of the first questions someone asks a Mortgage Advisor is related to either pricing or current rates. What I want to ask you is: when do you give it to them? In this video, you will learn the one major thing you should do before giving a quote. Without…
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90 Days to Better: Courage Is More Important Than Confidence
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Courage Is More Important Than Confidence The title of today’s post says it all. I talk about this a lot when doing trainings with my team or coaching other Mortgage Professionals. You need to first have courage and then confidence will follow as a result. When you watch the video below, you can hear how…
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90 Days to Better: Think, Feel, Do
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Think, feel, do. No matter who you are presenting to, it is important to make every event as effective and as impactful as possible. In this video, I share a thinking exercise that immediately makes every presentation better, whether it is a client consultation or a workshop I’m putting on for 100 people. #90DaysToBetter #TheBorrowSmartTeam #ChangingTheIndustry
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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: 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…