Monthly Archives: January 2007

Mostly Failing with “Always Be Closing”

The mantra, “always be closing,” is a familar tune chanted by many a sales person. In fact, the concept is even embedded in the name of this blog. Why? Because that is the silver bullet everyone is searching for and I don’t think many people would come to a blog called Better Relationships for sales tips and techniques, but you should.

Closing focused selling, as Charles H. Green highlights in Stop Trying to Close the Sales, is an attitude that will lead you into frustration and failure.

If you want to sell more. Make more contact and build more relationships. Focus on the person. People buy people in a sales process, not a price or a clever hard closing line.

(Via Trusted Advisor Associates.)

Can 1 Be Your Difference?

Can that 1 degree of extra intensity, that 1 percent of extra effort, that 1 second of extra time be your difference between mediocre, even good, and GREAT!

Watch 212 The Extra Degree and you will be certain of it!

I talk a lot about focus and discipline on Better Closer. Those are the skills that give us that extra degree over our competitor and make our businesses boil into success.

Pick your vision and then challenge yourself beyond the 1 degree barrier!

(Via Savage Insights)

Know Your Market, Know Your Products

I don’t think anyone disputes that we are now in a different mortgage market. So, what is the plan?

In the re-finance heyday markets and products were moot. Everyone was in the wrong product for a rate tumbling market and any product that had adjustable in the name left the borrower better than they were before. The consequence was that everyone with a telephone became a mortgage “professional” and the true professionals got lazy. So, stop crying in your Cheerios and get back to being a professional–do the hard work for your clients and yourself.

Get local and start educating yourself:

You will be surprised when you do this research and what mortgage products may work for your market. You might also decide to conquer a particular niche mortgage customer and be the expert provider of that mortgage niche.

It’s 2007, Do You Have a Plan?

We have drifted into the third week of January–do you have a plan yet? Do you know where you are going?

If not, get one this week! After all, if you don’t know where you are going you certainly won’t get there.

Here are a couple of ideas to get your started:

Get your plan and then run to it!

Return Every Call

How much time does it take to return a call or email? How much do those little 5 minute demonstrations of courtesy and attention yield in sales?

It is amazing the sense of trust and respect I harbor for a contact or relationship that gives me this courtesy.

No one, no one answers their phone anymore and no one returns a call unless it immediately benefits them. So, if you do you will build relationships that pay and multiply like wild fire!

Why trust your personal brand and reputation to voicemail and/or complete silence? Answer every call you can personally, on the first ring, and those you can’t call back the same day.

Attitude Sells!

Jeffrey Gitomer has just released his latest “little” book–Little Gold Book of YES!Attitude. As typical, it is packed with motivation and spoon-fed doses of edgy action steps. You should get it. Even if you have a great attitude we all need something like this to pull off the shelf and focus us when the cards are down.

For those of you that don’t get it you are probably saying–(in a whiny voice) what does my attitude have to do with my sales numbers? Everything!

Your attitude seeps into everything.

Here is what a crappy attitude brings:

  • shouting matches with your spouse
  • lunches alone at work
  • un-invites to the neighborhood block party
  • lonely afternoons at the driving range instead of foursomes on the links
  • no invitation to the girls annual trip to Vegas
  • hang-ups and no-replies to your sales calls

Here is what a Superior Attitude gets you:

  • Peaceful rejuvenating evenings with you spouse, who mentioned you business to someone he ran into at a meeting today and mentioned your business–“Here’s his name and number honey. He says give him a call. He is interested”
  • Lunch with Bob and Susie at work. Bob says to you: “Your the Ace in the office. I have this tough sale I am working on. If you help me bring it in I’ll split the commission with you”
  • Invites to every neighborhood gathering where you are the recognized go to guy for your product or service. You get two referrals.
  • Your on two golf leagues and you often get your buddies giving you names and numbers–leads
  • You go to Vegas and generate a lead at the craps table
  • People are calling you and eager to take your calls

Attitude Sells!

More and Cheaper May Be Less

If you assessing your lead buying and optimization strategy for 2007. Consider Joey Liner’s (Doublepositive) analysis of good mortgage leads.

He builds a good case for considering more than just cost per funded loan in your strategy. The combination of sales frustration, lost opportunity cost, and challenges in managing these weaker leads will drag on your production levels. The results are sure to crush the profitability of the more and cheaper leads strategy.

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Communicating the Value Proposition

Don’t you hate it when your prospect just doesn’t get the value you offer?