As professionals steeped in the enthusiasm and promotion of reverse mortgages it’s easy to miss important lessons in our daily sales activities.
Continue readingWe cannot learn what we think we already know
Close more loans with these 6 techniques
What Mad Men’s Don Draper can teach us
Don Draper was not the most ‘principled’ man in the hit series Mad Men, but he did reveal several ways to project confidence and push one toward closing the deal…
Try this Power Close When You’re Stuck
A powerful close when they say ‘We want to think about it’
This week John Luddy reveals one of the most powerful sales closes…leaving. Why? Listen and you may be surprised!
About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here
Fill out my online form.
About your sales presentation…
Consider these points during your next sales presentation
Is your use of mortgage terminology turning off potential borrowers? Are you reading the body language of your prospect? Here are some amazing tips to help…
About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here
Fill out my online form.
Winning Hearts & Minds
Give, Take & Win!
Changing someone’s mind is no easy task, but it is in fact your chosen profession if you are a salesperson. That’s our reality. Quite frankly, unless you want to be walked over you are probably trying to change people’s minds every day, friends, a loved one, family members and other salespeople.
“Everyone should think like me!” If we are honest, it’s a thought we often have when we run up against those with opposing views. Thankfully our world is filled with diverse opinions, viewpoints, and preferences. Let’s be honest if we are frustrated when doesn’t agree with our ideas is it because they won’t budge or the fact that we just don’t know how to persuade them? Consider that for a moment.
Here are some points to remember when trying to persuade others in your professional sales career or outside of the office.
1. Don’t correct them. Research has shown that correcting someone often leads to them doubling down on their position or even worse feeling embarrassed and consequently adversarial. Try the feel, felt, found approach that we’ve discussed on previous episodes. Remember, we are emotional beings and do not operate on logic alone.
2. Make it personal. Be sure to…
Beware of Hearing-Impaired Clients
Effective communication and hearing losss…
Hearing loss is a common challenge for the older homeowners you meet. Here are some simple, yet powerful tips to communicate and…
About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here
Fill out my online form.
What to Do About Property Issues
Address Problems Early…
This week John Luddy discusses the importance of communicating issues you see on the property before you…
About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here
Fill out my online form.
Leave Your Desk & Go Knock on Some Doors
Too many reverse mortgage professionals get comfortable sitting at their desks, way too comfortable. Early in my sales career I learned the importance of getting off of my bottom, leaving my desk and going out to knock on some doors…
Lessons from In-N-Out Burger
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…
Download a transcript of this episode here.
Looking for more reverse mortgage news, commentary, and technology? Visit ReverseFocus.com today
Got Skills?
[vimeo id=”165511600″ width=”625″ height=”352″]
Are You Providing These Four Things?
Perhaps quiet, unassuming and underestimated, thousands of reverse mortgage professionals march bravely into the world of sales, that is the art of education and influence. This brings to mind the quote from the movie “Taken” in which the lead character states “what I do have is a very particular set of skills. Skills I have acquired over a very long career.”
Too often sales mastery is confused with being a slick, fast-talking, silver-tongued or manipulative salesperson. The truth is each of us have practiced sales skills long before we ever entered the workforce. Remember persuading your parents to buy you that box of cereal or asking that special someone out one a date?
Here are some skills you may be using or that have become a bit rusty.
1. Active listening. The most common mistake we make is listening to respond. Instead, try listening to reveal. Focus on…
Download a transcript of this episode here.
Looking for more reverse mortgage news, commentary, and technology? Visit ReverseFocus.com today.
