Train Your Brain: Institutional education may earn you a living, self education will earn you a fortune. (This is the single most powerful advice I can provide) Begin listening to motivational, self help, sales tapes and reading books everyday. If you take one golden nugget out of a book or learn one better way to present your value to a customer, the results can be astonishing!
Build and Mine Your Data Base:
The easiest business to get is the business you already have. Ask for referrals and show them you appreciate them, every-time! Ensure the person referring business that you will take special care of their referrals and work to provide them with the best rate and products available. Always keep in touch with your past clients a minimum of 4 times per year by phone and with 12 newsletters per year (as recommended by the top trainers in the industry). There is great database software available; some of the best are InContact, Maximizer, Act, Goldmine or even the default program in Microsoft Outlook.
Remember your ABC’S:
Always Be Consistent in anything you do for your personal development. If you commit to reading for 15 minutes per day, do it, if you commit to prospecting everyday, set a number of live calls to make and do it everyday!! A North American study revealed that it takes an average of 5 touches to make a sale or commit a customer to work with you, 50% of all sales people only make one touch. Remember, when somebody says no, it is not personal.
Role-Play Everyday:
Polish your presentation, work at improving it everyday, train yourself on overcoming objections and tying in your customer. Find a like minded Mortgage Expert and role-play with each other for 10 minutes per day and watch your call conversions and funded deals skyrocket!
Sincerity:
You cannot begin selling until you have established a common ground and people consider you someone they like, and can relate to. Smile while on the phone so you radiate. Anyone can provide mortgage rates and information. The easiest way to guarantee loyalty with your customers is find a way to become their friend.
Always Prospect:
The majority of your time should be spent prospecting. Commit to a specific number of live calls/face time per day and deliver. Talk to financial planners, credit counselors, builders, developers, realtors, wedding planners and anyone else that is a good source of referrals. If you do not take aim, you’ll never hit your target!!
Preparation and Planning:
95% of sales people wing it! If you are going to meet a customer or a potential referral source (realtor, financial planner) do your homework. Nothing impresses people more than your knowledge about them. I can’t believe the number of sales people that show up to a meeting and can’t wait to hear what they are going to say! Failing to Plan, is Planning to Fail!
Think Big:
The power of thinking big! Every person has a pre-determined belief on what they can achieve. These beliefs typically limit our full potential. You must believe to achieve, avoid preset limits.
Model Successful People:
Start reading, asking questions to anyone surrounding a high achieving professional including the high achiever themselves and begin to model or emulate them. Find out what makes them different, how they act, who they associate with, how they do business and write down what you find out.
Deliver on Your Promises:
Do what you say, and say what you do! If you commit to sending something out, or doing something, do it! This alone will make you admired, appreciated and respected. Most people drop the ball on follow up and commitments, be different!
Thank you for taking your time to read this article. Your comments on this article will be highly appreciated. Please visit http://gurmittoor.blogspot.com to see Hundreds of Gurmit's articles.
Gurmit loves travelling, he has been to over 70 countries. He speaks fluent Cantonese, Polish, Hindi, Punjabi and English. Gurmit is an author, writer, insurance and mortgage expert. He frequently writes on various topics of interest to his readers. To get in touch with Gurmit Singh, please visit his website www.gurmitsingh.ca
Gurmit Singh is a licensed mortgage expert with Dominion Lending Centres Mortgage Villa.
Gurmit Singh, mba
Mortgage Expert
M08009905
Dominion Lending Centres Mortgage Villa (11574)
Email:gurmit@gurmitsingh.ca
Website: http://www.gurmitsingh.ca
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