Blog Category: salespeople

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I Am In A Database? Really?

Yes, we are all in databases. Likely hundreds of them. Every single time we call an organization, buy something or ask a vendor a question, we go in a database. Companies and salespeople do not set up costly structures. Go through licensing and training. And spend money on products and services. Hoping that you will call, and call again, and remember to call in the future. Quite frankly, humans do not remember. We forget.

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Is Your Loan Officer A Salesperson?

I think it is important to remind everyone that the mortgage business, at the end of the day, is a sales business. And loan officers are salespeople. We are trained as salespeople. We are incentivized as salespeople. Within the corporate hierarchy we are known solely as salespeople. But the consumer seems to forget that they are dealing with salespeople. Read More

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It Got Dark!

Going dark on your salesperson. All salespeople have experienced this, no matter how good. You educate a potential client, you spend hours and hours with them answering questions, you create a relationship, and you truly seek to help them to earn your commission. And then it happens, they go dark. No contact. No return calls. No email reply. No nothing. It is eerie. You start to wonder what you did wrong. Read More