Tag: sales coaching
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90 Days to Better: Enthusiasm…
Enthusiasm… Andy Andrews once said, “Enthusiasm is the fuel that runs the world” and I recently shared this quote with my team. My message for them was that we need to be enthusiastic about what we are doing as Mortgage Advisors. This is important because that enthusiasm is not only contagious for our clients and…
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90 Days to Better: How To Do Design Your 90-Day Business Plan
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How To Design Your 90-Day Business Plan If you are a Real Estate, Finance, or Mortgage professional, you can benefit immensely from a 90-Day Business Plan. This is often less intimidating to think about than a 1-Year Plan as it directly focuses on what is next. By putting a plan together for the next 90 days,…
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90 Days to Better: What Do You Call Yourself?
What do You Call Yourself? What is your job title? Personally, ‘Loan Officer’ brings the wrong connotations to the forefront of one’s mind. What you call yourself effects how you position yourself to clients and partners. For example, ‘Luxury Travel Advisor’ resonates in a completely different, and much better, way than ‘Travel Agent’ does. Find a…
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90 Days to Better: Who Is Protecting YOU?
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Who Is Protecting YOU? As a Mortgage Advisor, you must focus the majority of your time on lead generation and lead conversion. With this in mind, WHO is protecting your “green” time and ensuring you do not get pulled back into the non-money making activities? As business is slower now for many, it is more important than…
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90 Days to Better: I Am Struggling
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I Am Struggling Many of us in the mortgage industry are struggling to transition from the highs of the last two years to the difficulty of a changed housing market. Many companies are doing different things to cut their costs in order to provide better pricing. However, I think that there are two options here:…
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90 Days to Better: (Re) Find Your Purpose!
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(Re) Find Your Purpose! Ask yourself why you do what you do and why anyone should care. You need to be passionate about something other than just closing loans to avoid experiencing burnout, a lack of happiness, and stress. My purpose is to help people be more successful financially. I want to educate, empower, and…
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90 Days to Better: The 3-Sided Balance Sheet
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The 3-Sided Balance Sheet To win more business, you must stand out from the rest. The easiest way to do this is by framing and packaging your value in a way they’ve never seen before. When prospective clients and partners learn something new from you, that nobody else has bothered to teach them, you become…
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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…