For professionals, particularly in the mortgage industry, it’s almost impossible to solve something that we don’t understand. By listening to your clients, however, you can learn their problems and take steps to finding a solution.
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To achieve excellence in sales, you must start with an effective marketing plan. Without enough lead prospects, success is simply impossible. Even more important than the quantity of lead prospects is their quality. The key is to find the right combination of both.
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If you are going to commit to being excellent at what you do, then you must first make a commitment to train yourself daily to be the best you can possibly be by following the four R’s of continual improvement: researching, reviewing, role-playing and repetition.
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A common mistake I see with salespeople and managers is that they don’t ask enough of themselves or their employees. Early in my career, I learned an invaluable truth: you only get from your employees what you ask of your employees—and the more you ask, the more you get.
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A simple credo to live by is “consistent excellence.” It might seem impossible. But by establishing this high expectation from the start, you never have to settle for low performance or mediocrity. As salespeople, this is the only level of expectation that will get you where you want to be in life.
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To free up some personal time, you need to get more done in fewer hours. To accomplish this, start shifting your focus toward priorities that directly lead to success—personal and professional—and away from activities that don’t.
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There are certain traits and habits that are key to being a top producer. Understanding and adopting these traits can help you achieve success during these challenging times and to cultivate a dynamic sales personality.
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In today’s tumultuous mortgage market, everyone is looking for that secret marketing approach that will set them apart from everyone else. Well, here’s a news flash: There is no “secret” approach. The key to marketing success is not in looking for new ways to market. Rather, it is in being exceptional at ways that are already proven.
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As mortgage professionals, we have an incredible opportunity to make a difference by giving back to our customers, community and world. We send a message to the public that we care and that we are an honorable industry.
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In my past two articles for Scotsman Guide, we covered the first two stages in the Triangle for Success—value and relationship. However, you can create outstanding value and meaningful relationships with your borrowers and still lose the sale if you do not complete the third and final component in the triangle—differentiation.
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Because if you offer benefits alone, no matter how good they are, the customer will take those benefits and shop at a lower rate with your competition. To ensure the deal, you need to connect value to the other two components of the triangle: REALationship and differentiation. Let’s start with REALationship.
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What are the three primary ingredients to success for loan officers? After 21 years of managing and training over 150,000 loan officers and 90 mortgage companies, I have determined that there are three primary requirements that make up success: value, REALationship, and differentiation. I call them, the Triangle of Success.
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