Overcome Failures with Cognitive Reframing

Have you ever met with a prospect, tried to close the deal, and gotten a negative reaction?  Of course you have—this type of thing happens to every salesperson from time to time.  However, what sets successful salespeople apart from their average-performing peers is how they view “failures” like this.  Essentially, there are 2 ways to [...]

By | August 24th, 2015|Sales People, Confidence|

Mortgage Salesmen: Do Not Lose Your Cool

Businessman siting on a bench with his stuff packed in a box. Have you ever wanted to make your sales quota so badly that you obsessed over it?  Everyone can relate to that feeling of wanting something so much that the thought of not getting it causes us to break out in a [...]

By | June 26th, 2015|Mortgage Marketing, Selling, Confidence|

How Emotions Impact the Mortgage Sales Process

It’s tempting to conclude that people act rationally all of the time.  However, that is rarely the case and even the most logical person makes decisions based on emotion.  Psychology Today explains this by referring to research done by Antonio Damasio.  In his book, Descartes Error, the professor of neuroscience at the University of Southern [...]

By | June 10th, 2015|Sales People, Selling, Confidence|

Overcoming 5 of the Most Common Sales Objections

The bad news is that as a mortgage lender, you will hear these most common sales objections time and time again.  The good news is that having heard them often enough, you’ll learn how to deal with them effectively so you’re more likely to close the deal.  Let us help you by addressing the best [...]

By | June 4th, 2015|Sales People, Selling, Confidence|

Overcoming Call Reluctance: Part 2 of 2

Office Environment in a diverse office In part 1 of our 2-part Overcoming Call Reluctance series, we discussed how common call reluctance is among salespeople (at least 40% of you have probably experienced it before) and how damaging it can be to sales.  Unfortunately, it’s so detrimental to salespeople that Behavioral Sciences Research [...]

By | April 24th, 2015|Sales People, Selling, Confidence|

Overcoming Call Reluctance: Part 1 of 2

While you may not have heard the term call reluctance before, there’s a good chance that  you’ve experienced it at least once in your career—research shows that it’s affected 40% of high-performing salespeople to an extent that they’ve considered abandoning the sales profession.  So what is it?  Call reluctance refers to those times when salespeople [...]

By | April 22nd, 2015|Sales People, Selling, Confidence|

How to Overcome Procrastination

Napoleon Hill once said, “Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.”  This depiction is something all of us can relate to, but unfortunately for mortgage brokers, it can be particularly detrimental to sales growth.  For instance, it might mean not [...]

By | April 20th, 2015|Selling, Confidence|

Are You Struggling with Motivation?

The mortgage industry can be a competitive one, and it’s natural to feel burnt out from time to time.  That’s why it’s important to breathe new life into your efforts when you’re starting to feel uninspired.  As salesman and motivational speaker Zig Ziglar once said, “People often say that motivation doesn’t last.  Well, neither does [...]

By | April 14th, 2015|Confidence|

Quick Tricks to Help Achieve Your Goals

Is there a certain smell you associate with your grandmother?  Maybe it’s cigarettes, rose perfume, or baked bread, but fragrance can instantly transport us to memories of a time, place, or person.  Now, take a moment to consider the McDonald’s logo.  This probably isn’t too hard for you to visualize, as studies show that it’s [...]

By | February 25th, 2015|Confidence|

How to Gain Greater Self-Confidence in Mortgage Sales

Does the thought of cold calling fill you with dread?  Do you find it difficult to bounce back from a prospect’s rejection?  Have you ever choked when it came time to close a deal?  Virtually every salesperson has an experience that shakes his confidence at one time or another.  This can be very frustrating because [...]

By | February 23rd, 2015|Selling, Confidence|