The first contact is EVERYTHING!
I have said it before, but it is worth repeating, how you handle that first interaction with a prospect can vastly improve your conversion rates. Why is this important? Because improving your conversion rates amounts to free money! You work so hard to generate an opportunity, why not spend just a li...
Document the conversation!
I wanted to share a situation that took place this week with one of my clients, and I thought it might provide a good reminder to all of us that just because we said it, doesn’t mean people heard it! Often people will hear what they want to hear, not necessarily what you did say. This holds true whe...
Money isn’t the issue anymore!
People fail to succeed for only one of two reasons; they either don’t know what they are supposed to do, or they won’t do what they are supposed to do. Coaching has always been a way to help people learn the first part, knowing what to do, and then help guide them toward actually doing what they are...
Are you finding solutions or making excuses?
It’s very disappointing to see that many in the mortgage and real estate industries are much more interested in making excuses for their lack of performance than finding the solutions behind their shortfalls! You would think that given everything that has gone on in 2023, that nobody sold a house or...
Calling your Accountants!
Happy New Year everyone, I hope you had a very happy and healthy new year with your friends and family!
The first week of the new year is prime time to connect with all your accountants. If you have been collecting the accountants from all the tax returns you have reviewed during your business, you...
Plan, Do, Review, Adjust, Redo!
You all know that I am very committed to business planning and scheduling. Knowing what you are trying to accomplish and then plotting the course and scheduling the work is a foundational part of what I share with my clients. It is so important that not only you have a plan and a schedule to execute...
Lower rates can become a challenge!
People love lower rates. Everyone likes to pay less for the same thing. The issue with lower rates is that everything is NOT the same. Programs, LTV’s, credit scores, property types, and a bunch of other factors are involved in what a customer may choose to pay or not to pay for a residential mortga...
The numbers are what they are!
Numbers can be funny things to deal with, but regardless of what you think, you do need to pay attention to them as well as look into the logic they share. I bring this up in wake of those that are telling me that more and more of their real estate agents and coworkers are taking part time jobs beca...
Last but not least!
We have about a week or so left to put together and close deals in 2023. Everyone should be beating the bushes and shaking the trees to take advantage of the opportunities available and the ability to exercise your speed advantage to help those who really need to get things done before the year ends...
Your message matters
Just a couple of weeks left to get deals in and get them closed before the end of the year! Those coming in to start the process may be few, but they are serious! Buyers coming in today will also have a short window of opportunity as other potential buyers choose to sit on the sidelines in December ...
