If you are a mortgage loan officer the big mystery you must solve to be successful is, “What is it that Realtors want from a Loan Officer?” As a newbie or green pea loan officer you sit in awe of the top producing Loan Officers who joke with their realtors and will even tell their Realtors, “No, ” or “Be patient”, or,...

A simple visit to any retirement class will reveal the destruction of the small gains simple folks have made in trying to put together a retirement for themselves. The elimination of property appreciation from the American homeowners landscape took with it the hopes of most folks to retire any time soon. The percentages show us that most retired folks are trying to...

This truism, made famous by the great W. C. Fields, has never been truer than it is today. The regulations that are coming down on the sales industry, particularly around mortgage loan officers and stock brokers, are designed to save, “normal folks”,  from dishonest sales goat tactics and methods. These methods utilized by unethical and predatory sales...

There is a secret to all sales.  For those that know the secret, sales is easy, and these special sales people who know the secret become legends in their organizations and among their peers.  The secret is one that follows so close to normal behavior that it is often missed by sales guru’s and almost never mentioned in sales seminars.  The secret is so simple...

There is nothing more important in business than ethics.   A problem is that too few people believe in business ethics and somehow many people differentiate between work ethics and family or life ethics.  The concept is inherently wrong.  There is no difference between the ethics you would practice at work or in sales calls, and the ethics you would practice with...

Being Number One is the most important concept and goal in sales.  Wanting to be Number One drives us to an equal vision and platform that we all can share and operate from as we set our sales agendas.  We begin our sales agenda with a Sales Goal and that goal is to be Number One.  Once this agreement is established between the sales people and management, whether...