ADVICE PAST PRICE

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There are many components to a sale of any kind, but one of the biggest drivers – regardless of your industry or what you’re selling – is price. “How much?” and “I can get it cheaper elsewhere” are two phrases loan officers encounter again and again. I want to focus on how you can secure […]

LEADING THE WAY

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Lead generation can often be one of the hardest parts of our jobs. Most of us are great salespeople and closers when we already have one on the hook, but baiting that hook and knowing where to fish are the challenging parts. Referral programs with real estate agents, interior designers and building contractors are obvious […]

GET ‘SCRAPPY’

Three ways scrappy individuals can successfully move their intentions forward while others are bogged down in logistics, formality or unnecessary complexities.

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I had the pleasure of listening to Terri Sjodin, author of “Scrappy: A Little Book About Choosing to Play Big” and a speaker at FAM’s Sales Rally in Las Vegas a few weeks ago. Sjodin’s concept is simple. Attack your goals with enthusiasm, spunk and gusto. In other words, get scrappy! No need to overcomplicate […]

TEAMBUILDING

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While personal accomplishments are tantamount to our confidence and feelings of success, we’re rarely one-man bands. In reality, it typically takes a village to accomplish greatness. That’s why it’s so important to surround yourself with those who exhibit greatness and the potential for greatness. Cultivate a team, keep them motivated and inspired and celebrate their […]

LISTEN, YOU MIGHT LEARN SOMETHING

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Whether you’re cold calling, making an introduction at a networking event or navigating your first face-to-face meeting, it’s natural to let your inner salesperson take over when speaking with a prospect. Stop right there, though. While it may feel right to commence with our sales pitch, rattling off our qualifications, our offerings and our accolades, […]