In this episode, I get to sit down for an interview with Mr. Steve Grossman, CEO of NJ Lenders in New Jersey. Join me as we explore his winning strategies, the tools he uses and some tips and tricks to better your business.
[1:00] Who is Mr. Grossman: a look at some of his stellar accomplishments.
[2:10] Steve goes over how he got into the business of mortgage lending, and how his teams are built.
[5:15] A typical day at NJ Lending: work smarter, not harder.
[8:20] The importance of skill assessments in building a team to palliate your weaknesses.
[9:12] Key tipping points in Mr. Grossman’s career: where the rubber really hit the road.
[9:36] The first, and most important tipping point was finding a good a customer relations management (CRM) software.
[13:22] “The Car Dealership” and “The Jeweler” -- analogies on how important CRMs can be.
[17:30] The second tipping point was learning to do marketing.
[18:45] The third tipping point was “Masterminding” and learning to network with peers.
[20:05] A good mastermind group can help you discover new tools, get over some roadblocks and ultimately grow your business.
[24:21] A little bit on fiscal literacy and the importance of using the right terminology.
[28:00] Becoming an expert in your own field and versed in adjoining fields will give you a competitive edge.
[30:20] Keep learning - talk with your accountant, your banker, your insurance representative, get to know their business.
[35:41] Mr. Grossman gives some advice on targeting your clients more efficiently: how, where, and with whom.
[40:40] Helping others grow their business will help you grow yours -- share your expertise!
[45:20] The grass isn’t always greener! Staying in one place for years has big advantages.
[47:40] Steve lists a few of good books to read or to listen to.
[49:30] And to close today’s episode, what does Steve Grossman want to leave with us?
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