Reports Don’t Convert

Although metrics and analytics are critical to the continual improvement of any business process, it does not ensure what you have learned will get implemented. This can be a critical disconnect in high velocity business process. One example of this is online media buying. These purchases are made READ MORE

Start Your Sales Day Yesterday

It's the end of the day and your competitors are dashing to the door. Want an edge on those guys? Try my 30 minute wrap-up. This is guaranteed that is sure to blast you off to a head start every morning: Write down and post your top 3 objections of the day Write down and post your response and READ MORE

Attacking the Opportunity from Your Competitors

You spent the whole morning attacking the fresh leads that came into your pipeline, and what did you hear? Probably: "That sounds great, I am waiting on the other offers..." "The Mortgage Emporium had a better rate" "Bob's Mortgage Shack said I could close in three days" Fresh leads are just READ MORE

You’re Building Rapport, but are You Building Urgency?

Building rapport is a tool we all put in our sales arsenal, but are you using it to build a sense of urgency. The mortgage sales process gives a lot of opportunity to build rapport with your customer. You ask about their home, their job, their income, their assets, their kids, and each question can READ MORE

Contacts Create Sales

Ever close a deal when you didn’t call your leads sheets, return your calls, or make your scheduled appointments. Absolutely not, because closing is about contact rate and contact rate is about diligently, consistently, and recurrently calling on your leads. This seems intuitive, but once you READ MORE