This last weekend I learned a valuable lesson about the importance of foundations. My wife and I recently purchased a new memory foam bed. Seeking greater stability I decided to make some changes..
Each of us should examine the foundation of our business: our plan, where we spend our time, and how often we get out of the office and effectively engage homeowners and professionals in our region…
Have you ever watched a band and wondered how to they do it? How do so many instruments and personalities come together for one harmonious sound? For the most part, we enjoy the music at face value.
Truth be told, what you see on stage belies the fact that the band members have worked diligently over countless practices, conflicts and compromises with the reward being a ‘tight’ band, or one that plays well together and in sync.
If you consider your sales team and your company is everyone playing their part in harmony with the other equally important players? Here are some ideas we can borrow from bands that we can apply to our professional efforts and the companies we play a part in.
1. Everyone shows up prepared. Each member should have…
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Are you an addict? That is do you have a digital addiction?
*Due to our new scripting approach we do not have a transcript of this episode. We will be providing transcripts once we secure a video to text dialog converter. Thank you for your understanding.
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Can you think in tweets? Even better can you communicate with others as you would if you sent a twitter post? It’s a skill that warrants examination as our society is increasingly distracted. Even our prospective senior homeowners have increasing demands for their attention from various media.
When Twitter was born in 2006 it was engineered to work with a user’s wireless text messaging service. SMS text messages were limited to 160 characters so the now iconic startup reserved 20 characters for a user name, and the remaining 140 for the post. Twitter’s revolutionary approach to online communication and social networking forced users to communicate their messages in a clear, and concise manner. No fluff, no frills, just the facts ma’am.
Are your e-mails too long? Probably. Have you considered your email communication with prospective borrowers and applicants?
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It’s easy to criticize those in leadership positions. However, we should each consider and acknowledge the fact that each of us are leaders in our own right. You may be leading a sales team, a volunteer group, a sports team or your own children and family. The question is, what kind of leader are you?
Our society is in a leadership vacuum as many prefer to stand along the sidelines and lament the failings of so-called leaders in business, politics or religious circles. The good news is that you can help fill that void of leadership in a unique and powerful way, as a servant leader. Servant leadership requires strength. Weak leaders rely on bullying, shaming, and name-calling. Strong leaders rely on building consensus and seeking to get others to engage in a cause.
Here are a few traits of servant leaders.
1. Listening. Servant leaders have the strength and self-confidence to seek…
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When I reflect on my most successful and profitable sales I’ve closed there is one common denominator. Small talk. In our take-charge, Type-A personality world many have forgotten or even avoid small talk. The question is are we missing out?
Sales are built on more than need, they are built on relationships. Can you imagine living in a world without small talk? How would we size up someone we just met? How can we uncover a person’s dreams, goals…
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It’s no secret. No matter how you slice it our industry is in a state of flux. The truth is negative situations present themselves to us all the time. Even worse negative attitudes can linger long after an upsetting event has ended. The trick is how do we manage our emotions and attitude.
A wise friend of mine said, “I don’t get upset about things I can’t control”. I wish I had that phrase in my head last summer when…
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If you live in the western states, chances are you’ve heard about In-N-Out Burger. For those in other regions perhaps they recall the honorable mention in the hit film The Big Lebowski. Regardless there are several lessons we can learn from In-N-Out? From a burger joint, you may say? Yes!
Although limited in its geographic footprint, In-N-Out Burger has become somewhat of a cultural phenomenon. How much so? Two weeks ago my friend from Queens, New York was visiting my wife and I for his yearly vacation. What’s the first question he always asks as we leave the airport? “When can we go to In-N-Out?”
I’m a firm believer that there are lessons to be gleaned from every industry that applies to us as reverse mortgage professionals. Here are just a few we can borrow from In-N-Out that won’t give you indigestion.
Focus
In-N-Out bucks the fast-food trend…
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Let’s face it, older homeowners can get a reverse mortgage from any qualified lender. In fact, some may never have to sit face to face with a loan officer. Also, the reverse mortgage has become increasingly like it’s traditional cousin, the forward mortgage. The truth is anyone can attempt to sell a reverse mortgage but fewer have mastered the art of serving.
With reverse mortgage becoming increasingly commoditized it is important for us to move from selling to serving our prospective borrowers.
Here are a few thoughts that come to mind.
1. Don’t put the cart before the horse. Try this the next time you speak with a potential borrower. Instead of launching into the features, benefits and particulars of the reverse mortgage do this…
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I have yet to meet a person who warmly embraces or seeks out criticism, yet each of us must deal with criticism throughout our lives. How can we effectively deal with criticism and leverage it to our advantage?
Some of the strongest individuals I know are those who are able to receive criticism. How can each of us better receive and process criticism we receive professionally or personally? Consider these points.
1. Check your self esteem. When we are beaten down and tired our self esteem suffers leaving us vulnerable to responding in a defensive manner. Be mindful of your present state of mind when receiving criticism. When we are feeling good about ourselves we are better prepared to respond in a productive way.
2. No response may be the best response. Not all criticisms warrant a personal response from you. Why?
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