Member You - Business

How To Write Powerful Headlines
The headline is the most important element in any sales message your company ever uses. It is the opening sentence you use in any sales letter, brochure, print ad, or on you Web site.The purpose of a headline is to grab your prospect’s attention. Your headline should zero in on precisely who you want to reach, your target market. For example, if you want to reach homeowners, put the word “homeowners” in the headline.The headline should serve as the ad for your ad. It should tell the reader immediately and clearly the essence of what you’re trying to say in the body copy. The headline needs to tell people what your big benefit or promise is. Your headline should appeal to the reader or listener’s self-interest.The two most powerful words you can use in a headline are “free” and “new.” You cannot always use “free”, but you can always use “new”, if y

ly MUST have others out there that are telling people how wonderful and great you are. Every referral partner you team up with works like a mini- sales employee spreading the word. Nothing can grow your business faster than a raving fan that is excited to be working with you. There are so many groups to choose from: realtors, builders, CFP's, CPA's, Divorce attorneys, etc. Choose one or two groups and stick with them. Learn everything you can about adding value to your new team mates, and expect the same devotion in return. If it's not reciprocated, fire the individual and hire one who can.

5- Database

All top producers maintain a well worked database of SOI, former clients and future clients. Without a good database follow-up system in place, you will constantly spend time and money recreating new clients. This will eventually burn you out, or eat into your ROI to the point that you wonder why you even bother (yes, I was there at one point... lol. Effective database marketing will eventually rival any form of advertising and marketing you may do, except for th

Selling: You’re Playing a Game Where You Fail More Than You Succeed
New York Yankees infielder Derek Jeter said it well. He was talking about pro baseball but he just as easily could have been speaking as a salesperson.He pointed out:“You’re playing a game where you fail more than you succeed. You’ve got to try to keep it as simple as possible.”Psychologically, I think it’s fair to say, most people are ill-equipped to fail more than they succeed.Imagine working for the postal service and every few days the addresses or street names on your route are changed on you, without notice. Or mailboxes that were always accessible are glued shut, and try as you might, you just can’t pry them open to deposit your items.Frequently, selling feels like this. It is one of the few occupations where people resist your efforts as much as they can, where some, like receptionists and secretaries, feel it is a duty to pr

First of all, many studies have been performed on top producers. No matter what field of sales they are in, top producers always seem to have a common thread. This has led me to believe that success is a recipe. What I mean by this is wherever you find success, you will find certain ingredients. Unfortunately, many mortgage brokers focus on the WRONG ingredients. This became very clear to me, only when I began teaching. I say this because some of the brightest and most capable of my students are also the poorest! Before I break into that though, let's look at the key ingredients that MUST be present to be a top producer:

1. - Passion.

Another poster mentioned this above, and hit the nail on the head. However, a lot of us misread what passion is. When I say passion needs to be present I don't mean you need to jump out of your bed every morning pumping your arms in the air singing "I love loans!!" No, this isn't passion, this is, well....Lunacy? j/k :)

Seriously though, passion in this context is a reference to your viewpoint. Those who are passionate and successful have a laser focus to accomplish a certain goal, and view their position as mortgage broker as a career and not a job. With this laser focus, they are willing to go above and beyond to CREATE a situation of success instead of crying in their spilled milk claiming "it's not fair."

The passionate ones will be successful no matter WHO they work for. They are the ones who still read and research even after hours. Passion will drive you to move forward no matter what.

2- Focus on others.

This quality is required if you want long term success. Sure there are a lot of people who are only focused on screwing over every last client they come in contact with, and they make a lot of money doing it. Eventually, your past deeds will catch up to you. If you want to create a "buzz" and high level of chat about you and your services, there is no finer way to accomplish this than approaching each sales situation with a genuine desire to HELP your client.

By eliminating "commission breath" from the picture, we shine through as genuine, trustworthy individuals who are also referral-worthy. Despite popular belief, no amount of charisma, NLP, or sales hypnosis will mask a thorough screw-job at the closing table! People can see through the fakeness of someone who is only motivated by money.

3- "YOU" packaging

I get emails from posters on this board sometimes asking why I ask so many questions to those who are asking for sales and marketing help. I'm told I should just come right out and tell people what they should do, and be done with it. Well, there's a reason I do this. That reason is listed above. YOU packaging is just a funny name for a simple concept.

Top producers all understand this concept. Top producers understand that YOU are the product! Not your company, not your loan programs, not your rates and not your closing costs. YOU are.

Once we understand this we need to begin treating ourselves like the feature product. In other words, we need to package ourselves, and spend time developing ourselves. Imagine if one of the mortgage companies you broker for called you up and said: Hey, in order to serve our brokers better, we are allowing you to customize some of the plans. Tell us what rates you want to offer, what credit scores will qualify etc. Anything goes, you want it, you'll have it..."

How many of us would jump all over this opportunity like mad men, trying our best to create the ultimate product? Yet, there is a much more powerful solution available to us and it seems to get neglected by 95% of the originators out there. Becoming a student of your career, and spending time and money to invest in the most powerful product we have to offer (ourselves) will move lo's to the top of the heap faster and more decisively than any "super-loan."

4- Referral/ duplication of effort

No matter how many people tell you "Don't work with realtors," or "avoid builders," etc, don't listen to them. All top producers understand that duplication of effort is needed to grow. If technology is all we needed (as some will have you believe) then all companies would be running and thriving with nothing more than sophisticated computer programs.

Nope, you absolutely MUST have others out there that are telling people how wonderful and great you are. Every referral partner you team up with works like a mini- sales employee spreading the word. Nothing can grow your business faster than a raving fan that is excited to be working with you. There are so many groups to choose from: realtors, builders, CFP's, CPA's, Divorce attorneys, etc. Choose one or two groups and stick with them. Learn everything you can about adding value to your new team mates, and expect the same devotion in return. If it's not reciprocated, fire the individual and hire one who can.

5- Database

How To Get Started With Your First Invention
So, a little light bulb inside you head has lit up and you are struck with the idea that you invented something. You are not sure yet how practical your idea is at this time, but something tells you that this might be the Big break you were looking for. What you do next and how you approach your next steps is extremely important and will either lead you on to glory or will doom your undertaking. The steps that I will outline a little later might seem unnecessary; however I want to assure you that in the end you will be happy that you took my advice.Before we proceed with the discussion, I would like to offer a few words of wisdom. While working on your idea you will encounter people who will criticize your work and try to discourage you from forging ahead. Some of the criticism will be deserved and should be taken into account. If you see that a valid poi

uccessful have a laser focus to accomplish a certain goal, and view their position as mortgage broker as a career and not a job. With this laser focus, they are willing to go above and beyond to CREATE a situation of success instead of crying in their spilled milk claiming "it's not fair."

The passionate ones will be successful no matter WHO they work for. They are the ones who still read and research even after hours. Passion will drive you to move forward no matter what.

2- Focus on others.

3- "YOU" packaging

Top producers all understand this concept. Top producers understand that YOU are the product! Not your company, not your loan programs, not your rates and not your closing costs. YOU are.

4- Referral/ duplication of effort

5- Database

Secrets to Successful Networking: Set Your Business on Fire!
Networking isn’t just for Realtors; it’s a valuable tool for every savvy business leader. Meeting people in a variety of industries can lead to all kinds of alliances. Think about the people you know. How have those relationships enhanced your business?No matter what kind of business you operate, whether you’re an independent contractor, store owner, infopreneur, professional speaker or consultant, networking can cause your business soar to new heights.Advantages of Networking*Meet Potential Clients. No matter where you go, you have the chance to meet people who could become clients for your business.*Create Strategic Alliances. As you get to know someone new, you may find that you have common interests or goals. If so, suggest a way to work together.*Increased Word of Mouth. Some of the best advertising that money cannot buy

ls who are also referral-worthy. Despite popular belief, no amount of charisma, NLP, or sales hypnosis will mask a thorough screw-job at the closing table! People can see through the fakeness of someone who is only motivated by money.

3- "YOU" packaging

Top producers all understand this concept. Top producers understand that YOU are the product! Not your company, not your loan programs, not your rates and not your closing costs. YOU are.

4- Referral/ duplication of effort

5- Database

Safety Incentive Programs
Almost every organization is faced with the necessity of laying off employees for lack of work. Some layoffs are temporary and are expected by employees because of the nature of the job. These layoff can be planned for and may not be serious. In contrast, a change in operations or decline in business necessitates permanent layoffs. All of these involve employee separation from the organization. Separation may also arise from employee resignations and retirement.Layoff can be defined as an indefinite separation from the payroll due to factors beyond the control of the individual. The causes of layoff include decline in sales, shortage of raw materials, market fluctuations, delays in production and displacement caused by technology. Layoff is a temporary separation when it is initiated by an employer. But some times, it turns out to be permanent when production n

rve our brokers better, we are allowing you to customize some of the plans. Tell us what rates you want to offer, what credit scores will qualify etc. Anything goes, you want it, you'll have it..."

4- Referral/ duplication of effort

5- Database

The Sales Training Series: The Right Way To Sell
How Will This Buying Decision Be Made?Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?How do you know the right way to sell a customer? You ask.For instance, you need to know when to time your sales calls, who to call on, what to present to each individual or group who will influence the buying decision, and how the decision ultimately will be made. How do you learn all of this? You learn these answers by asking questions early in the game.

5- Database

6- Niche focus

You have to be exceptional at something. When others say, "Wow I sure could use ________" you want everyone’s eyes to light up and say " Go see __________, he's the best at ________." (Don’t you love my spaces?)

Having a niche specialty allows you to focus your creative energy. Like it or not, we are only human and absolutely cannot afford the mental energy and time required to be great at everything. It spreads us too thin, and we end up being mediocre. Focus on what you want to be great at, and make sure everyone knows this is your specialty...

7- Do!

Finally, top producers are not talkers, but doers. There are plenty of sharp mortgage brokers out there, many of them with great ideas. Yet many of them are starving because they can never seem to get past the stage of "research." You know the kind, they are always telling you about the latest and greatest marketing plan, or idea that they will be implementing next week or month. There are thousands of these types out there, but only a handful of those that actually decide to move forward with the right marketing training and excuse the phrase, "just do it." Ahhh, the true nature of the entrepreneur! Now, what will you "do" today to move your career in the right direction?

Want to read other great Mortgage Broker Training Articles by Chad Weber?

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When was the last time you received a letter from someone dear to you, addressing you as “Dear Friend?” Never, right? The days of the Dear Friend letter are dead. So let’s bury the Dear Friend letter together.

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