One of the biggest mistakes salespeople make is giving up. Consider these facts...
If you merely contact your clients four times, you have surpassed 90% of the competition. Especially in relationship sales, persistence pays!
Here is a tip that absolutely works!
Thanks again to the Media Center for our recent "refi letter" mailing. While most people can currently benefit from refinancing many others can not intelligently refi at these levels. However, with a small market improvement, many of them can. Rather than telling them you cannot help them because the rates have gone up or are not yet low enough to benefit them, try this...
Analyze their situation and do everything you normally would as far as asking questions and building rapport. Then explain the situation in regards to interest rates recent volatility in the past month or so and offer to watch the rates for them and call them if and when the rates are such that refinancing would be wise. Then enter their name in any computer file that can be sorted. In this file be sure to include all of their basic information, current loan information and their desired loan.
Lastly, add a column for what the going "par rate" would probably have to be in order for their loan request to make sense. Sort your file by that required par rate and whenever rates go down, you will have an entire list of ready, willing and able borrowers who will be thrilled that you remembered them!
One of the characteristics of any professional is that they never stop learning.
The fact that you are reading this space which is devoted to learning is a good sign.
However, if your idea of higher learning is to check LO Insights and the CNN bond market report every day, you are on the right track but there is so much more to learn.
Every day you may feel that answering the phone, checking emails and dealing with the day to day issues leaves you no time for leaning except what you learn in your daily dealings. This is known as "seat of the pants" learning and it is not especially professional.
So try time blocking for just 10 or 15 minutes a day dedicated to furthering your knowledge. Make it a certain time every day such as right after lunch when we are all a little lethargic anyway. The benefits are enormous!
