Monday Motivation – Power Moves

You got one I know you do.  Almost all top sales people have one.  It’s a POWER MOVE.  And you should have one.  Some people use it to start their day, a stretch, or a cup of coffee (COFFEE is for CLOSERS), or some routine in the morning that helps them get in the right mindset.

Some have a power move through the day or when they see success.  I suggest this, in my videos you see me clap my hands at the beginning.  That’s a power move I have.  When I originated loans at Quicken back in the day, we had a big cow bell on the floor, and when you got a “book back” we would ring it!  It created excitement and everyone on the floor cheered or clapped.  It was something done while on the phone and others could purposely hear it.  That was more of a sales floor power move, and every person wanted to ring the bell.

Personally I have had a power move when I got a yes of spinning the chair around once, standing up and clapping once and then dialing another lead.  I suggest you develop a power move, any POWER MOVE can work.  Some just have their “special pen” they write with and I’ve seen some play with those little squishy balls on their desk.  Develop something is what I suggest.  And then do that power move this afternoon.

Remember the best time to get another “yes” is right after you got one.  Do your power move in-between them is my suggestion.  Do your power move when you get 3 no’s in row.  Do your power move at 2:30pm when your eyes are heavy.  It helps, and it can be a catapult to help you gain momentum in your day.

Silly?  No, not really, they’ve been around for a long time.  And is all about finding one that you do, that helps your mindset.  Then display it today.  If you don’t have one, make a new one up.  You’ll be glad you did.  (Spin the chair around, you know you want too)

No matter what it is, ringing a bell when you gain a client, clapping, jumping, spinning around in your chair, do something today and everyday that can be your POWER MOVE.  Or develop a new one as a call to action from Monday’s Motivation.  It could be just the “move” that helps you.  🙂

#SellWell

-The Mortgage Juiceman

Weekend Call To Action – What’s your ETA?

Effort Trumps All (ETA) and this Weekend’s Call to Action is about just that.  Your effort! What are you doing to go the extra mile during the weekend, or do you shut down at 4:30 on Friday.  TGIF – The Grind Includes Friday! #SellWell #SalesJUICE

Throwback Thursday – Recasting?

Throwback Thursday!  Remember almost 10 years ago prior to the housing melt down those Interest Only, Negative Amortization and “Smart Arm” options?  Yeah those! Seems like “recasting” is imminent and there may be a marketing advantage to this.  Do you know what Recasting means? Watch the video, great Throwback opportunity for discussion while selling…(Does your client know someone in one of these still?)

Whacked Out Wednesday – Social Selling

Social Selling is the newest way to develop relationships.  If you’re not doing it, your missing the boat.  Social selling is an art, and with all the great social platforms out there, use them to your advantage.  Create a BOND with your prospects first.  Engage them, and find out what makes them “tick”.  Then it will be easier to identify solutions to help them.  #SellWell

Two for Tuesday – LP & USDA

Some great announcements on new guidelines for the two products.  For the love of GUIDELINES today!  Two for Tuesday! #SellWell #LoveyourBrokerday

Happy Valentine’s Day

Weekend Call To Action

Thanks so much for those that reached out this week.  Glad to be back doing these as well.  I will quote my favorite saying today, “People don’t plan to fail, they fail to plan!” This weekend’s call to action is to do just that, create a plan of attack for next week.  Invest in yourself and spend time getting better at what you do.  What ever it is for you, spend the time this weekend to get better.  #SalesJUICE #TGIF – The Grind Includes Friday (and the weekend) Have a great wrap up to your week.

A Doctor and Investigator

Yes, both.  Odd, but this is the closest thing to real truth in the Sales industry.  You need to be both in Sales, a doctor and investigator and here’s why.

The question you need to ask yourself in sales is what is it that your prospect “could” be looking for?  YOU need to be an investigator.  Asking questions is a great way to investigate, and you should mix it up with closed and opened ended questions.  Get the prospect to engage with you.  By asking the right series of questions that person will open up and tell you exactly what they are looking for.  You need to be the investigator to get it out.   Also you need to investigate and look at the prospects profiles, business model and know their products or services of interest.  If your B2B then know what your client sells or does the most, know their niche.

Then ask yourself what could be their immediate needs based on your investigation, and do they have wants they publicly share?  Investigate what they are about, where they hang out, and how they interact.  (what medium)  That way once you actually know about them, their potential needs and wants, and how to communicate best to reach them, you can create an effective advertising message.  What you should look at is what it is that can help that person with using your product/service.

Then paint pictures to the prospect about how your benefits can help the other person be more effective, or be more productive using your product/service.  The intentional recommendations could be at first base on your initial investigation. Then by being a doctor you may probe enough to find out how you can help solve a problem for them.

Most people don’t want a mortgage, they need the financing to buy the home.  They don’t want the Toyota Prius, it’s just affordable and is a means to the end goal.  To have transportation to work.  (no pun intended car guys).  The bottom line is by investigating and digging deep, ask questions, typically the client will tell you what comforts them best.  (what they want).  That then gives you the ability to custom tailor a solution.

BE a Dr.  By being a doctor your prescribing solutions to the “problems” they have.  You’re just not in a white lab coat.  And don’t have the patient spilling their guts making it easy for you to diagnose their problem.  This is why you need to be both a Doctor, and an Investigator.  If you get the “patient” to open up, they will tell you what is “wrong”.

By asking probing questions and seeking to understand before your understood will allow you to aim your responses the best way to custom tailor a solution.  To give them a “prescription”.  Those responses I view as bullets.  Pulling the right bullets out at the right time is part of the art of selling.  To many times in selling people bring too many out all at once.  What is called “info dumping”.  This is typically because the person selling is trying to do just that.  Sell.  Not prescribe.  Stop selling so much, and try prescribing a solution.  If you feel yourself doing this at any time, stop, and ask another question.  If you ask the right questions you can have that “patient” guide the sale along.  Especially when they start to describe features and benefits of what you have.  Cars, mortgages, t-shirts, whatever it may be.

When I did this is when my big “ahhh ha” moment of sales kicked in.  You see it’s not how you see your product fitting in their hands, its how the client see’s it helping them accomplish an end goal.  You need to really dig sometimes and ask questions to understand any prospects wants/needs/desires.  This takes investigating, and once you do that, it becomes easy to pull out the right bullet in your arsenal to “highlight” how you can assist them.  Your prescribing a remedy.  A solution to help them obtain the end desire.

I see this all the time with home loans.  Loan officers ask about rate, costs and sell the program to fit their needs.  But never go deep enough to know that the cash out was to pay for their kids college perhaps. (an example) Dig really deep, and knowing how you can bridge the gap to creating URGENCY in your “offers”.  If you do this, their “why” may be big enough to warrant a decision today, instead of waiting.  So by knowing what they are trying to accomplish, the reason they should have your product becomes easier to identify.  And then using that reason to help push the urgency buttons to gain a commitment is easier.  (the sale)  When executed correctly, your not pushy, your not sales-y, your caring.  Your highlighting how much faster you can help them reach the goal.  That type of urgency is the best way to “sell”. This goes hand in hand with my Thankful Thursday video, Thankful Thursday. Know what makes others tick and then find a way to appeal to that.

I aim to be a helpful resource for all those reading this.  Sometimes it’s sales tips, or tricks or objection responses.  Sometimes my content could be about mortgage guidelines or lead generation opportunities.  I aim to fill my blog posts and videos with content you can use and apply.  I am looking for opportunity to help others grow, and I will promote others that have tools to help you achieve the end goals.  A sale.  I surround myself with power players in the world of sales on purpose.  From that I learn what is working and what is not.  And in my sphere’s of influence those best practices are shared.  Today, I present a book, Elevator to the Top, which is a best seller, to those that are looking for sales tips.  Get it free by clicking the link below;

Elevator to the Top

More Sales JUICE to come.

-The Mortgage JUICEman (Join Us In Creating Excitement)

 

Thankful Thursday

Don’t worry if you’re not where you want to be. Great things take time.  Be thankful for what you have presently, while you work on what you want.  Find out what makes other’s tick today, find out their inspiration, and what their thankful for.  It could be just the button to push to help aid them in a decision that can help them achieve their goals.  #SellWell

#ThankfulThursday

Mortgage sales expert. Helping mortgages close everyday.

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