Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping through contacts in Outlook or ACT!–you are static. These are not contact strategies–they are contact miracles.Here are [...]

The Internet is quickly becoming the de facto authoritative source of record. It is your resume, your reputation, your credibility, and your performance. If you are interested in future success you had better own your namespace. That begins with personal branding and I am going to show you how to get a solid foundation with [...]

The recent Federal Economic Stimulus package and now the more permanent Housing and Economic Recovery Act of 2008 is opening a whole spectrum of new people you can help. These programs are not simple for consumers to understand, but therein lies the opportunity. Put on your mortgage adviser hat and get to educating. [...]

Jeff Turner, a willing and able advocate of social media’s impact on sales production and the real estate business, brings it back into focus with his capstone quote at Inman’s Bloggers Connect conference–”You Engaging Others” or YEO.
There has been a ton of excitement and hyperbole around leveraging social media to bring floods of customers. Meanwhile, [...]

If you are a mortgage broker and you haven’t already figured this one out I will state it bluntly–no one trusts us! Sure there is an enormous amount of finger pointing going on. From Wall Street to Main Street everyone has an opinion on who got us here. Guess what? The customer thinks it was [...]

Whether you are talking about a MLM network, a social network, or an online community success depends on the same question: Are you giving people a reason to join your network? Give Value FirstThe question is simple, but few networkers and community builders make it their core objective. That is why many fail.Successful network or [...]

Customers in the research phase of any type of purchase are venerable, and they know it. This is why the person that helps and adds value during that time build a powerful loyalty. Real Estate Brokers are famous for this technique. They help people buy their dream home, which is always scary. During those hours [...]

I don’t think anyone disputes that we are now in a different mortgage market. The economy is shaky, buyers are nervous, and many prospects are not qualified for a variety of reasons. This makes effectively qualifying and nurturing leads more important than ever.
The Everyone Qualifies Market is Gone
During the real estate and mortgage refinance boom [...]

Are you in a sales funk? Would you recognize it if you were? Learn to recognize the 7 early warning signs of having no sales plan–no plan to play out of your sales slump. Here are some sure indicators you are in a slump and need a plan.7 Warning Signs of a Sales SlumpAll professionals [...]

I just picked up a great book on improving the quality and ultimately the top line performance of your sales team. Most sales organizations don’t understand that A players are critical to giving your business the proper growth potential. And finding a majority of A players on any given team is rare. Can you beat [...]