You have heard me say this before, but it is important to repeat–The Internet is a two-way communication channel! That means you sales process needs to change if you are used to relationship/referral sales or inbound call sales. Not that these are not critical components, they just have a differnet placement and role. So what [...]

Building rapport is a tool we all put in our sales arsenal, but are you using it to build a sense of urgency. The mortgage sales process gives a lot of opportunity to build rapport with your customer. You ask about their home, their job, their income, their assets, their kids, and each question can [...]

Ever close a deal when you didn’t call your leads sheets, return your calls, or make your scheduled appointments. Absolutely not, because closing is about contact rate and contact rate is about diligently, consistently, and recurrently calling on your leads.
This seems intuitive, but once you build a pipeline of hundreds of leads much of your [...]

A sales call is a fast furious exchange that must be commanded like a driver commands his racecar. When you get the customer on the phone, much like a driver you are battling distractions and fears—distractions from multiple priorities, other lenders, fears of the process, and potentially the largest financial transaction of their life. Getting [...]

When we talk about lead management or sales management solutions we often talk in terms of “leads,” but we shouldn’t forget that each lead represents a customer. This is especially important considering that each lead typically contains private, sensitive customer data often related to financial transaction. When selecting a lead management solution make sure you [...]

It is probably just the fantasy baseball juice running through my veins and the player stats rolling around in my head, but I have been thinking more about the concept of analyzing and LISTENING to the numbers in managing your marketing and sales efforts.
Let’s use a quick baseball analogy for simplicity. In baseball we are [...]

Customers are increasingly expecting their Internet inquiries to be met with instant confirmation and response. This auto dealer market piece demonstrates the ability and increasing need to make that response travel in the communication channel that the customers find most convenient or is most prevalent for them. text messaging is definately far more the preference [...]

Discussions on lead management and the sales practices around that concept is becoming increasing important to a multitude of industries. Businesses that want to create world-class customer experiences on the Web and through lead generation need to focus closely on this “conversation.”
I felt the “conversation” for the maturing commercial Internet was significant enough that it [...]