One of the chief complaints from customers about the way business is conducted these days centers on customer service. Either the service aspect is completely lacking or what has been promised to the customer hasn’t been kept. Dealing with the latter category, it is easy to see why customers are disappointed: sales people routinely  » Read More…

Typically, option arm mortgage loans give the consumer four payment options each month - a 30year fixed payment, a 15 year fixed payment, an interest only payment and a deferred interest or minimum payment.
The 30 year, 15 year and interest only payments are based on the fully indexed rate. The fully indexed rate is  » Read More…

Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects.
These are the people you had made previous contact with and are listed in your database or on your Rolodex. If appropriate for your industry, I recommend  » Read More…

Well here they are… 10 mortgage loan officer training tips to improve efficiency and increase revenue. These tips have made me hundreds of thousands of dollars over the years and I’m confident they will do the same for you:
Mortgage Loan Officer Training Tip #1:
Only use a few lenders
Depending on your niche, all you  » Read More…

Do Not Make These Top 10 Selling Mistakes!
By Mark Smock
Achievement of selling “excellence” is most often earned rather
than learned. Outstanding professionals continuously seek to
hone their skills from mistakes made and lessons learned in
pursuit of success. Professional sales people in search of
extraordinary selling competence are no exception.
There has been an ongoing philosophical argument among sales
professionals whether  » Read More…

Sales 201: Learning Tools of Your Trade
By Daniel Sitter
A carpenter has his saw and hammer. A writer has his pen and ink. A doctor has her medical instruments. An accountant has his calculator. A mechanic has his wrenches. What of the salesperson? What are the available tools for salespeople?
Salespersons exist in almost every industry, for  » Read More…

Increase Your Sales FASTER Dealing with “I’ll Think It Over”
By Alan Boyer
Do you frequently hear this from a prospect?
“I’ll Think It Over.”
What does this mean? It usually means that either
The prospect doesn’t know how to say No, or
There are real questions he doesn’t have the answers to that he will be looking for.
He might want  » Read More…

Prejudging Will Cost You Your Business
By John Di Lemme
You know when you want to turn your car on, you have to put the key in the ignition, put the car in drive, press the gas and go. Nothing changes…You press the gas, You hit the brake, You stop at red lights, You forge forward…nothing changes!  » Read More…

20 Ways to Blow a Sale
By Mark Smock
As in any area of business we can learn many things from our
mistakes. There is no better way to refine your selling craft
than to do a candid analysis of how or why you lost a specific
sale to a competitor.
Every sales professional wants to leverage previous sales
successes while minimizing  » Read More…

4 Keys to Unlocking Your Sales Success Potential
By Greg Beverly
We’ve all heard of the Pareto Principle or the 80/20 Rule as it is often called, but today I want to introduce you to another theory that is gaining widespread acceptance. You can call it the “10/90 Potential Theory.”
The “10/90 Potential Theory” suggests that each  » Read More…