Sales success is one of the most frequently written about topics in the business world. A quick Google search pulls up more than 1 billion results on the subject! Countless articles and books have addressed what it takes to achieve sales success. Over the last 10 years, I have contributed my fair share to this […]
Keys to Long-Term Sales Success Read More »
In my sales training programs, one of the most important exercises I use is “50 Reasons Why People Should Buy from You.” When I ask originators why prospects should do business with them, most students cannot come up with more than a handful of reasons — let alone 50. Once they move beyond the standard
Can You Provide Prospects with 50 Reasons to Buy from You? Read More »
Researchers estimate that 95% of consumers’ buying decisions are driven by emotions. While most people believe they are rational and make decisions weighing all the evidence, the reality is very different. Many salespeople recognize this but inevitably, there are producers who claim their customers are different and more price-sensitive than other consumers. If you take
Five Key Questions Originators Must Answer Read More »
Amid the COVID-19 global pandemic, where every day is unpredictable — coupled with extreme financial market fluctuations — it feels like being on a roller coaster without any guardrails. The best way to describe today’s financial marketplace is simply as an economic upheaval. This reminds me of the 1987 stock market crash when I
Restarting vs. Resetting Your Business Sales Model Read More »
Why do sales groups and originators fail? While there are many reasons for poor results, one that I see frequently in my sales consulting practice is the “I am different” rationale for not making necessary changes and adapting to a new environment. Yes, every lender has a distinct customer base and marketplace. But, the
The Fallacy of “I am Different” Read More »
I know there is a robust refinance market going on and the Fed just moved to zero. So, why do I want to discuss how to increase sales results when originators have more business than they know what to do with? The reality is that at some point, the unprecedented decline in interest rates
High Probability Selling Activities: The Key to Increased Sales Results Read More »
In financial investing, there is a debate that has gone on for years: Can a non-expert or someone who randomly throws darts at a list of financial stocks make better stock picks than a professional money manager? Known as the “dumb money” strategy, this approach was made famous by Princeton University professor Burton Malkiel. In
Does a “Dumb Money” Strategy Make Sense in Selling? Read More »
Change is a topic that is discussed every day in the business world. Whether it is a better way to manage stress or learning social selling techniques, adopting new habits is essential if an originator wants to succeed in mortgage banking. For most of us, the hard part is making the necessary adjustments in
Baby Steps: The Best Way to Make Selling Changes Read More »
Every salesperson has personally experienced how dramatically selling has changed in the last five years. Prospects don’t answer their phones or respond to emails as they once did. This is a daily fact of selling life and is very frustrating, especially for veteran originators. Considering the difficulty accessing prospects in the current marketplace, it is
Are Your Originators Still “Telling and Selling”? They Need to Stop! Read More »
“Experts Win on Value — Generalists Die on Price” is a quote by well-known marketing guru David Newman, who I think is a smart sales consultant. Similar to Seth Godin, Newman is right on the money when it comes to succeeding in today’s attention-deficit selling world. Newman contends that selecting a niche or specialty and
Experts Win on Value — Generalists Die on Price Read More »
