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Mortgage Lending Mastery

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Now displaying: January, 2017
Jan 26, 2017

In this episode, I share a little about the buying window, and how you can take advantage of it by always asking the right questions.

 

Key Takeaways:

[:29] Jen wants to share with us about the Buying Window.

[:44] How many of you have contacted a client or friend, only to find out they have just bought or refinanced their house, without contacting you?

[1:35] The buying window can be charted on a graph.

[3:18] The buying window is a time frame — be aware of that window!

[4:06] Move beyond the basics when you call a client — use the opportunity to assess where they are in the buying window.

[5:37] You need to be top-of-mind when your client enters a buying window.

[7:00] Keep in touch with your clients as frequently as possible, but make sure you're asking the right questions.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Jan 19, 2017

In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals!

 

Key Takeaways:

[:40] Jennifer introduces her guest for today — Glenn Mattson.

[2:20] Selling is all about mastering communication.

[4:20] Glenn shares the three key areas that salespeople need to know to go to market.

[8:10] It is easy to get thrown off-kilter in this business, because markets change so quickly.

[9:10] One of the pillars of success is responsibility — everything happens because of your action, or inaction.

[10:27] Glenn suggests for listeners to stop blaming outside forces, and stop making excuses.

[11:49] How you buy is how you sell — look at the way you buy to figure out your selling style.

[14:42] When a buyer and a seller meet, who has the upper hand? Why? Whoever has a plan, has the upper hand.

[17:29] Operating from a position of fear (fear of losing the opportunity), puts you at a disadvantage. You need to qualify the opportunity first.

[22:00] Jennifer no longer sends out Good Faith Estimates, and her conversion rate has increased from 15% to 87%!

[23:19] Providing benefit to the customer is one part of the equation, your tone in communication is another.

[27:42] What can a salesperson do in 60 seconds to get a commitment?

[31:42] What would Glenn like to share about procrastination in sales?

[33:56] Do not be afraid of failure. Do not be afraid of getting a 'No'!

[40:12] What are the top three challenges that are keeping salespeople from generating more revenue?

[45:55] You can't play the game, and watch the game on the field — get out there and do something!

[48:11] What is Glenn reading right now?

[50:01] Glenn leaves us with some advice to improve ourselves — put together a plan, and work towards your goal.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Mattson.Sandler.com

Darren Hardy’s Vital Few Concept

MLM025 - Identifying Your Genius Zone

Scripts People Live, by Claude Steiner

Games People Play, by Dr. Eric Berne

The Sandler Success Principles, by David Mattson and Bruce Seidman

Why Men Don’t Listen & Women Can’t Read Maps, by Allan and Barbara Pease

Jan 12, 2017

In this episode, I get to sit down for an interview with Harry Paul, a.k.a. Harry the Fish Guy. As author and co-author of 7 books, currently working on his 8th, Harry shares some insight into boosting morale and improving results.

 

Key Takeaways:

[:36] Jennifer welcomes her guest for this episode — Harry Paul, a.k.a. Harry the Fish Guy.

[2:22] What suggestions does Harry have for everyone to get motivated to start thinking about 2017 sooner?

[5:00] We need a sense of purpose to drive our activities in our lives.

[7:35] What is Harry going to do to keep us motivated?

[12:30] Having a great attitude about what you do is important!

[13:49] Being successful at what you do, adds to the fulfillment of your life.

[16:05] Harry talks about his pet peeve about how we have slipped up in terms of giving good service.

[17:55] Jennifer's company has a Chief Experience Officer to improve customer experience — it's an international trend!

[19:20] Many companies have a responsive, backward thinking system in place to do damage control. This happens because people don't listen.

[22:05] Harry shares an anecdote from his book, Fish.

[23:55] It is important to break down your path to success into manageable little chunks.

[24:48] It's all about your attitude!

[25:50] Jennifer's morning affirmation for her to start the day right is, "Somewhere, someone needs me. And I need to find them."

[26:50] What are the four tenets of achieving excellence? There are actually five!

[30:58] Having the five tenets help to build a culture of excellence.

[33:22] Learning from mistakes starts with taking responsibility for them, and then thinking about what you can do, so that it doesn't happen again.

[34:42] What are some suggestions Harry has for individual loan officers to take a break and rejuvenate themselves throughout the day? What can he recommend for team leaders to motivate their teams to work hard and play hard?

[39:58] Jennifer recommends for us to be the silver lining in the room.

[42:46] Harry encourages you to wake up in the morning, look in the mirror, and say you're going to be magnificent!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Harry Paul a.k.a. Harry the Fish Guy

Fish: A Proven Way to Boost Morale and Improve Results, by Stephen C. Lundin, Harry Paul, John Christensen

Who Kidnapped Excellence?: What Stops Us from Giving and Being Our Best, by Harry Paul, John Britt, Ed Jent

Jan 5, 2017

In this episode, I get to sit down for an interview with Mr. Jim Palmer, marketing and business building expert, and in-demand coach. Tune in as we discuss some success triggers, and making decisions for your success in 2017!

 

Key Takeaways:

[:41] Jennifer introduces her guest for today —
Mr. Jim Palmer.

[1:56] A lot of people make plans, but don't take action. Why? FEAR.

[5:06] Jim gives us an action step to get over our fears! You need to decide that you're going to choose to be judged on the value of whatever information or service you provide and not the imperfect way in which you present it.

[6:30] Jim shares a personal anecdote of how he learned not to worry about what other people think of him.

[9:44] What are some tips or strategies Jim has, for loan offices to get going?

[10:21] Jim believe that tips and strategies are shortcuts to get the results that you want.

[10:45] What do you do, when you have a ‘3 a.m. Holy Crap Moment’? Jim has the answer.

[12:05] Jim's Action Step: Personalize whatever unpleasant things you need to do in order to run a successful business.

[14:33] Jim talks about the risk of investing in your future growth.

[16:25] Hiding behind ‘keyboard confidence’ is one of the problems in the industry. You need to take that next step to reach out to your clients.

[18:00] The things successful people do everyday, even though there's no immediate benefit, give them a slight edge, and become a major benefit over time.

[21:30] Nothing's going to make you do what you don't want to do, unless there's enough pain. There is no magic shift.

[25:27] Jim talks about the title of his book — Decide.

[29:00] As salespeople, how can we help our clients to get out of 'squishyville' and make a decision?

[31:25] There's a difference between being in demand and being on demand.

[36:50] Jim shares a little about how GPS (Guts, Persistence and Strategy) contributes to your success.

[42:24] What are some things Jim suggests we should incorporate in our business plans, to ensure success in making decisions throughout the year?

[46:49] Jen suggest incorporating some 'white space'  after events or learning something new, to leave space for decision making.

[48:45] Jim is giving all listeners a free copy of his book at his website decideforsuccessbook.com!

[51:45] Jim's next event is February 9th and 10th, in Orlando, Florida. Sign up at dreambizacademy.com!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Jim Palmer

Dream Business Academy

Dream Business Coaching

Dream Biz TV

No Hassle Newsletters

"Those Scary 3:00 AM Holy Crap Moments," by Jim Palmer

The Slight Edge, by Jeff Olson

Decide: The Ultimate Success Trigger, by Jim Palmer

"3 Traits Every Entrepreneur Must Have," by Jim Palmer

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