Tag Archives: sales

Are You Providing Information or Solutions?

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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, … Continue reading

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Do You Have the Confidence to Take Action?

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What do YOU sell?

Do you know what you are really selling to your customers? Get clear on what it is you really do for people:  

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Stop Trying to Convince People to Do Business With You

Stop Trying to Convince People We’ve all had that conversation.  You know, the one where clients are comparing your rates to others they’ve been quoted.  The conversation where the prospective client is asking how come you can’t close as fast … Continue reading

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Don’t Give Up On Your Clients!

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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 … Continue reading

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The First Mistake in Trying to Win Business

Over and over I witness mortgage professionals sabotaging their own success.  When they lose a prospective client or a Realtor partner, they tend to point out surface level reasons (i.e. excuses) for the loss. To succeed, and convert at a … Continue reading

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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 … Continue reading

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The First Vow of Success for Sales Professionals and Business Owners

I will depend entirely on my own capabilities for my financial success. This vow removes the dependency for a “job”, or employment by others, as the source of your economic livelihood.  You have committed to a career where you must … Continue reading

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