sales Archives - Page 15 of 17

Why Your Sales Hinge on the ‘Rule of 5’

How many times do you attempt to contact your leads?

Every reverse mortgage lead you receive just became significantly more valuable in light of HUD’s recent changes to the HECM program. With that in mind are you losing sales due to lack of attempted contacts? How many contacts do most salespeople make before they close the sale? How many contacts are you making?

*Interested in our professional website templates mentioned in this video? Click here.*

*there is no transcript of this week’s episode since it was not fully scripted.

sales sales calls

The Art of Business Card Marketing

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What do your business cards say about you?

This week John Luddy discusses business card strategies including guerilla marketing using your cards!

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

Norcom Mortgage sales

Don’t Argue: Ask Questions

Asking questions, not arguing, is how to win over opponents
This week I learned an important lesson while trying a new approach…

persuasion sales

But Do They Trust You?

Trust is built. Here’s how to keep it

Trust. How do you earn it and what telltale signs do your potential borrowers look for? Too often HECM professionals can fixate on education and persuasion forgetting the fact that getting a Home Equity Conversion Mortgage may be the largest financial transaction their prospective borrower will make.

1. A piece in the puzzle. Before recommending a reverse mortgage to the homeowner, you must first uncover their unique situation. What are their concerns? Do you know how long their savings will last? Is there a bona fide need? Focus in solving their challenges, not selling a product.

2. Keep your promises. If you break your promise to arrive on time, you have already eroded the homeowners trust. Arrive on time, answer your…
Download the video transcript here.

sales trust

Stay Focused

Always stay focused on what your goals with a prospective borrower

What’s your focus when you’re on the phone with a prospective borrower? What’s your goal when you meet in the home? How about before & after HECM counseling?.

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

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productivity sales

Walking into the Lion’s Den

Winning over those who already oppose the reverse mortgage

There may be times when meeting with the adult children of a potential borrower or with a group of skeptical financial planners feels like walking into a lion’s den.

objections sales