On this episode, I get to sit down with Dennis Black, CEO of a sales training organization devoted exclusively to the development of sales and management professionals in the mortgage lending industry. Dennis has some great insights, so be sure to tune in!
[:30] Jennifer introduces his guest for the episode — Dennis Black.
[1:30] What is Dennis’s background?
[4:30] How important is traditional sales training, given that it’s such a competitive market?
[7:20] Jennifer shares her own personal anecdote illustrating that someone who is good at what they do, may not be good at growing a business.
[8:59] The world we're in now is a digital lending world, and we need to adapt to it to succeed.
[11:00] Dennis has a tip that could really benefit you — interruption vs. transparent marketing.
[14:58] What do we need to do in order to be perceived as our highest value?
[17:40] Are loan officers adequately armed with enough knowledge and skillsets to actually help Realtors®?
[21:38] What are some of Dennis's best practices for training or retraining a team?
[24:37] It is crucial to make a commitment to training, and stick with it.
[28:05] What can we do to set ourselves apart from our peers, if we haven't been through a hardcore sales program? Dennis has some strategies with regards to conversations with clients.
[33:27] An often overlooked aspect that is critical is the follow-up.
[35:53] People have many justifications and excuses for not following up. What advice does Dennis have on these fronts?
[40:40] Jennifer summarizes the key takeaways from the discussion with Dennis.
[44:20] Check out Dennis's website for more information about what he does and to get in touch with him.
Mentioned in This Episode: