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Mortgage Lending Mastery

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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

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