Mortgage – Two Sides To Our Business: « Leader’s Edge Training

Mortgage – Two Sides To Our Business:

There are two main functions that mortgage professionals must master in order to have a truly successful business. Most people are good at one, but the truly exceptional salespeople are good at both. The first is “finding” the opportunity and the second is “closing” or asking for the order.

I get the same emails that everyone else in the industry gets about the newest product or technology that claims to be able to double or even triple your business volume without prospecting. The technologies claim that you can make millions without ever talking to a stranger again; you’ll never have to call another realtor, financial planner, builder or developer, in fact, you won’t have to call anyone anymore to ask for business. I see people running to these feel good seminars expecting the silver bullet or magical business model that will ensure they will never have to do the tough stuff again. Unfortunately, I’m here to tell you that success in any business takes discipline and focus, and your success in this business will depend on your ability to talk to strangers.

3 P’s to Double Your Income:

1. Become exceptional at PROSPECTING.
2. Become exceptional at PRESENTING.
3. Become exceptional at PERSUADING.

Great salespeople in our industry, in most cases, make ten times what an average salesperson makes, yet they don’t work ten times the hours as they have become exceptional at prospecting, presenting and persuading clients to do the right thing and in the process, they create a loyal following. Over time, through consistency and professionalism, they build a business that attracts more business and soon they are off to the races. To move your business to the next level, all you must do is figure out ways to accomplish more prospecting, which will get you more client presentations which will convert to more closings. Consistently prospecting for a few hours every day (even when you are busy) will get you more appointments so you can hone your presentation skills…it all starts by proactively searching for business each and every day.

I wish you great success this month.

Chris Leader
President, Leader’s Edge Training

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