Tag: financial planning
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90 Days to Better: Are You Focused on Eligibility or Suitability?
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Are You Focused on Eligibility or Suitability? My mentor and great friend taught me a long time ago how I should approach conversations with clients. Listen to this video to hear about this lesson I have now taught my team along with coaching clients. In this industry, I find that many people focus too heavily…
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90 Days to Better: How I Am Approaching the Next 6 Months
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How I Am Approaching the Next 6 Months Recently, I have been talking to many Mortgage Professionals about their fears regarding the rest of the year with the market changing and business slowing down. In this video, I am sharing what I am doing to guide my team and coaching clients through the next six…
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90 Days to Better: Say This To Every Listing Agent
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Say This To Every Listing Agent Have you ever had a Real Estate Agent say that they don’t need to work with a Mortgage Lender because they just focus on listings? This is something that I have heard many times over the course of my career. I encourage you to watch this video to hear…
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90 Days to Better: Everyone On Your Team Must Be Selling
Everyone On Your Team Must Be Selling Remember, everyone on your team is in sales. With our market, business is down, applications are reducing, rates are rising, inventory is low, and there is plenty of fear coming from buyers. Selling should come from Loan Coordinators and Loan Processors in addition to the Mortgage Advisors. Instead…
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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: Most People Do Not Need You… Yet
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Most People Do Not Need You… Yet I learned one of my favorite, and most valuable, sales strategies from “Shift!” by Craig Elias and Tibor Shanto. This concept was a complete game-changer in how I learned to approach prospecting and building relationships for future business. In today’s video you will hear me talk about the…
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90 Days to Better: Busy Is A Choice
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Busy Is A Choice Have you ever found yourself telling someone that you are too busy? I know I have. However, I have found that it is really just an easy way out to tell someone I feel something else is more important. So, use caution when utilizing that phrase. Once you realize that YOU…
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90 Days to Better: Game Film – A Video to Help Your Realtor Partners
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Game Film: A Video to Help Your Realtor Partners This is a sample video to a Realtor I recorded to help my team of Mortgage Advisors, and decided to share with you all! They key to creating, and keeping, good partnerships is to add value – consistently. I prefer video, and at least weekly. Get…
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90 Days to Better: What Do Your Clients Value?
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What Do Your Clients Value? I believe the most important thing Mortgage Originators should focus on is creating value for others. Yet, how can we create value for someone without knowing what they truly value? In this brief video, I discuss this concept as well as some questions that help me learn what my clients…