Image by Getty Images via Daylife There is a big discussion in the sales and marketing community on lead nurturing. Most equate it to a fancy term for drip email campaigns. This analogy would mislead you into missing the value of lead nurturing for your prospects. Lead nurturing is especially powerful when you are attempting [...]
Failing Faster, to Success
Image by AlexWitherspoon via Flickr Failure is the number one fear and enemy of a sales person. More so than any other profession, salespeople hear the word, “no.” Like a baseball player, failing 70-80% of the time makes you a rockstar. But what do all those failures do to your confidence? Being a sales person [...]
Email Campaigns that Convert Aged Leads
Image via Wikipedia It has been awhile since we talked about email. I am still surprised how many people buy Internet leads and never use email. If a homeowner or borrower is going to the Internet to inquire about mortgages or debt settlement I guarantee you they are email users. Phone calls are instant success [...]
Converting Aged Internet Leads with Direct Mail
Image via Wikipedia Leads created on the Internet don’t need to stay on the Internet. In fact, you may find out that conversion increases when you use a multi-channel marketing approach. Direct mail may seem old fashion, but lots of mortgage brokers and debt businesses are finding it very productive. Buy aged leads – The [...]
Tune-up Your Voicemails for Aged Lead Success
Image by Duchamp via Flickr If you are working aged leads you are going to be leaving a lot of voicemails. Our lives are increasingly busy and reaching someone on the phone is nearly impossible. Therefore, to be successful you need a voicemail strategy that converts. Credibility, Curiosity, and the Dangle Like a good elevator [...]
Less Time Picking and More Time Contacting
Image via Wikipedia I see this in most sales organizations-a propensity for cherry picking. Really does it add that much to your conversion rate? I’ll answer that, “no.” Cherry Pickers Lose Humans are always driven by intuition and “gut” feelings, but unfortunately these are often wrong. Like the classic optical illusion tests, which are a [...]
Getting a Jump Start on Your Sales Day
Image via Wikipedia Does your sales day start first thing every morning? “Yes,” sounds like the right answer, but it may put you behind the eight ball. You see the best feedback and inspiration for today’s sales probably occurred as you were closing down for the day-yesterday. End Your Day with a Process Getting your [...]
7 Deadly Signs of a Sales Slump
Image by Camera Slayer via Flickr Sales slumps-we all get them. However, the best in the business know the early warning signs and how to “hit” out of them. The best way to avoid slumps is to develop a consistent sales process. These are methodical habits and techniques that create a baseline for sales activities [...]
Commitment and Consistency
Zig Ziglar via last.fm Getting to “Yes” is the fundamental goal of every sales process. But, how does that work? At the core it may be more psychological than logical. Robert Cialdini, author of “Influence: The Psychology of Persuasion” is convinced of the fact. You should certainly read the book, but I will give you [...]
Marketing Tips for Mortgage Brokers
Image via Wikipedia Mortgage Brokers have one of the most ideal marketing environments in history. Are you taking advantage of these unique conditions to grow you mortgage business? I know what you’re thinking…”Troy, what are you thinking?” But, really it is true. Here is my simple case: The mortgage market is more volatile than any [...]
