30 Minute (or less) Customer Loyalty Program

It continues to amaze me that sales people, particularly in the mortgage business, get on this grueling treadmill of always looking for people to call. I know how frustrating this process of continually looking for new prospects can be, but we often overlook our greatest source of annuity READ MORE

Key to the Complex Sale–Embrace the Naive

Whenever we are engaged in a complex sale we often forget that our prospect does not eat, drink, and breathe our business. Assuming they do typically leads them to feel venerable in the transaction--"am I stupid?," "is this person trying to fast talk me?," "I don't even know enough to ask a READ MORE

5 Tips for Introverts in Sales

You're an introvert, but you are in sales? Welcome to the club! The combination may not be as unfitting as you might think. Our tendency to build deeper relationships and listen more than we talk are assets in targeting the need that makes a prospect hit the buy button and then building a loyal READ MORE

Why You and Not Countrywide

Why you and not Countrywide? The products are the same. Their name is bigger. Their rate is probably better. They probably have a piece of mail, with a great offer, sitting in your prospect's mailbox right now. Time to give up and throw in your mortgage broker license? That is up to you, but I READ MORE