As mortgage professionals, we are often contacted by realtors in our community to see if we are interested in doing cross-promotions. This is a great idea, but it doesn’t come without risk. You must seriously consider who you are choosing to connect your reputation to. Are they doing enough business? Do they have a good reputation in the community already? Are they overcharging you to help underwrite the cost of their own advertising?
Connecting to the RIGHT realtors can instantly help increase our business. Watch this short video tip to find out how to get the best bang for your cross-promotion dollars:
I wish you great success this month,
Chris Leader
President
Leader’s Edge Training
www.LeadersEdgeTraining.com
Most salespeople get up from the negotiating table way too soon. How many times have you finished a listing presentation and you know you’ve done a great job but the client still hesitates, saying something like “we just want to think about it”? This is when many people would get up from the table, thank them and ask how long they will need to think it over (which is exactly the WRONG thing to do). As a professional, you need to have the persistence to stay at the table and find out exactly what it is they need to think about. Determination is so important in our business. Never give up too soon. Stay put and work it out. You are so close to a signature, don’t let the opportunity pass you by.
Watch this short video tip to find out how a little persistence will increase your sales:
I wish you great success this month,
Chris Leader
President
Leader’s Edge Training
www.LeadersEdgeTraining.com
Our Leader’s Edge course in Vaughan, Ontario graduated on May 20, 2010. We had 152 students in the 7-week course and students averaged 1.44 transactions each/week during the course – way to go everyone! Here is the graduation photo:
Knowledge is power. Too many people in the industry today only have a surface idea of what their company’s products and services are all about. They never take the time to become an expert and this leads them to always operate with a degree of insecurity. To truly stand out from your competition and to ensure clients truly believe in the benefits of your products and services, you not only need to become an expert about everything your company offers, but you need to believe passionately in what you do. Today if you are sitting at a table making a presentation to a potential client, do you know your products intimately? Are you so committed to your products and services you would use them yourself?
Watch this short video tip to find out why becoming an expert will increase your sales:
I wish you great success this month,
Chris Leader
President
Leader’s Edge Training
www.LeadersEdgeTraining.com
This month’s mortgage tip is about how to build quality relationships with one of your greatest referral sources – real estate agents. Let’s face it, most mortgage specialists view working with Realtors as a necessary evil, and we get very frustrated by how demanding Realtors can be. Having some insight into what the Realtor has gone through up to the point of handing over the file to you will help you appreciate why they often attempt to micro-manage us.
Knowing what your Realtor partners are looking for will help you create better, more lucrative relationships with them. Watch this short video tip to find out how:
