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Loan officers have every reason to be skeptical of lead companies. However, if you are considering taking a shot with a mortgage lead company, here are a few things to keep in mind.

Mortgage Leads, Proceed with Caution

Mortgage Leads, Proceed with CautionIf you are a loan officer or mortgage broker, you have more than likely dealt with mortgage lead companies in the past.If you are one of the ones that have invested money in lead companies in the past, than you fall into one of two categories.Those that have lost money to lead companies, and those that are going to loose money to lead companies.Loan officers have every reason to be skeptical of lead companies. However, if you are considering taking a shot with a mortgage lead company, here are a few things to keep in mind.For starters, take your time, and do as much research as you can. Remember, you work hard for your money, so make sure those hard earned dollars will result in a return on your investment.Speak with someone in the customer service department of the lead company you are considering. Find out where and how they obtain their leads. If they do not use their own web sites to obtain their leads, than move onto the next company.If they are not using their own sites, than most likely they are buying them from a third party, and selling them second hand. So you can be sure that they have passed through the hands of many other "loan officer" s.Find out how they sell the lead and how it is delivered. Is it sold exclusively, or non exclusively? Can you cherry pick the lead, or is it a real time, streamline process? Either way works. It just depends on your style, preference, and most important, your time.In the end, it is the quality of the lead that makes the difference. It just may be worth your while to spend a few extra bucks on a lead to ensure you are getting good quality.Also, keep in mind, when speaking with someone in customer service, the quality of the service you receive, can be a good indicator of the quality of the lead you receive.

The 10 Most Important "To-Do's" of Any Successful Salesperson

The 10 Most Important "To-Do

1) Define your Target Market3 questions that set you up for success (or failure)1) Who do I call on?2) What do I call on? 3) Why should I call them?Here's why:1) Your average revenue per account is directly proportional to what companies you decide to call on.2) The level of responsibility you call on directly affects your sales cycle and first appointment to proposal ratio.3) And the reason you call on them directly influences your closing ratio.Get the picture?What this tells you is that you do have absolute control over your performance metrics.However, you need to be able to clear on the "who", the 'what", and the "why" to understand the most effective prospects to call on.Your answers should relay:Vertically by industryHorizontally by title andBenefit-based by application.2) Develop a 'Targeted Selection Process'Sales people without targeted prospects are like trees without leaves. Eventually, you wither and die!Your target list is one of the most vital ingredients to begin your sales process. Getting targeted, prospecting data should be an ongoing project. It must be done prior to and independent from the act of communicating to set a first sales appointment.Regardless of whose responsibility it is to accumulate this target list - (the sales person or the company) - it MUST be done ahead of time. Think of it as the preferred destination on your road map, and a necessary item to check off before you start your trip.3) Understand & Identify your 'Magic Number'Your 'Magic Number' is the number of new appointments you need each week to assure your revenue goal is met each month. It's a derivative of your sales cycle, average revenue per sale, 1st appointment to proposal ratio, closing ratio, and revenue goal.It too is a dynamic number which is based on your individual competency ratios and performance numbers. So, it's personal to you, and directly linked to your success.Let me say that again.You magic number is personal to you - and DIRECTLY affects your success.By meeting or exceeding this activity number, you can routinely eliminate fluctuating sales results and virtually assure achieving your income goals.4) Interpret your 'Hourly Rate'The lure of flexibility, the temptation of low supervision and the idea of freedom from a regimented time-clock makes professional selling a very attractive career choice for the dreamers, visionaries and idealists among us.To borrow a quote from Phil Helmuth, two-time World Champion of Poker"It's the hardest way to make easy money there is."It's true. We don't punch a physical clock or necessarily have someone monitoring our time on the job. But we do have an internal clock of accountability.It's not accountability to our company per say, but to our desired results and to us.It's called our 'Hourly Rate.'You can calculate yours by dividing your income goal by 252, and again by 9.Want to join the 100K Club?You don't need cumbersome time management courses to make the right choices in your daily routines if you are aware of what you are worth.5) Block 90 minutes a day, for 'Opportunity Creation'If you want to leap over the heads of your colleagues - adopt this strategy:Block off 90 minutes per day (Every day) to initiate contacts for new appointments.You can slide it up and down during the week, but do not eliminate any blocks until you achieve your 'magic number' for the week. Consider this your weekly quota. Not in revenue, but in activity.Use the 90-minute block for contacting targets, not figuring out what targets to call. Have your list ready and complete. Discipline yourself to daily routines to achieve weekly goals for assuring your monthly results.6) Define & Measure a minimum objective for the 1st appointmentDo you know what your objective is for your first appointment? What is it that you are trying to achieve? How are you measuring it?Simply putyour objective should be to gain commitment to take the next step in the sales process.This evaluation will lead you to a results oriented training process to improve your 1st appointment to proposal ratio. You should develop a 'gateway' definition and business rule to gauge how may times you achieve it. Then be sure to measure it and find a strategy to re-adjust your product or service.7) Assemble a checklist of strategies & tactics between appointments in your sales cycleWant to know the difference between a sales leader and a sales follower?Just watch what they do during their "in between time".You may be shocked to know that the difference between excellence and mediocrity is what routines and processes a person puts in place between appointments, not just during appointments.Use these tips from the X2 system to help you develop good habits between appointments.1. Will you have all the decision-makers present for the 'closing 'appointment? 2. If not, what can be done to get them involved? 3. Is there a perception of risk because of brand identity? 4. Fax over any pertinent industry articles and testimonial letters from businesses similar to theirs. 5. Do they think you are expensive? Develop a ROI model exclusive to their business.And on it goes.Meet with your team to brainstorm around each scenario that happens in the sequence of appointments, and develop Powerful Routines to raise your closing ratio and quicken your sales cycle.8) Integrate 'Customer Creation' programsThe secret of being a "master of cold-calling" is NOT actually having to do it - Jeff HardestyIf you've been in your sales position for more than 4 months and you're still relying on cold-calling 100% of the time, you're working way too hard.The key to efficiency is to work smart, not hard.here are a few ways to leverage your success.Set up a process of routinely asking for referrals at the end of your sales process, (win or lose).Join or start a lead group.Develop your own referral program.Identify clients with customers that you can help.Contact businesses that have services that compliment yours, and educate them to your collaboration program. Use these 'Customer Creation' models and reap the rewards of a true entrepreneur.Rememberthe key is to LEVERAGE every available resource you have.9) Pro-actively Procure Testimonial LettersOne of the most powerful 'grass roots' marketing tools is scenario-based testimonial letters. Set up a process in your daily routine to let loose when you hear opportunities for testimonials. They are abundant, and can be born out of both good and bad scenarios.In fact, a 'bump-in-the-road' letter is 5 times more powerful than the standard 'Golly-gee, you're great!' letter because it shows that someone had a problem and you fixed it.Everyone knows stuff happens. So when you solve problems for people - get a letter. Strive to secure a testimonial letter from each of your customers or inquire about what you must do to get one. If you will do this, you will build an arsenal of "trust building" "customer getting" and "sales closing" tools that will be more valuable to you than gold.10) Train for a High 'Conversation to Appointment' RatioMost sales organizations die a slow death from not setting enough "new" appointments on a routine basis. That's because the average conversation to appointment ratio is between 5-18%.Therefore, the most important competency to "train to" and "ratio to measure" in sales is converting conversations to appointments.With the myriad of potential roadblocks in your way such as voice mail, gate keepers, and busy schedulesit's hard enough to just get a conversation with your prospect.So you must dedicate some training time to this core competency. Then you can improve your conversion ratio and you will need fewer conversations to achieve the necessary number of new appointments. Less hits, more appointments.Less time, more commission.

Business Contacts - Find the User/Influencers

Business Contacts - Find the User/Influencers

Business contacts are the people you have in your network. These people are all important to your growing business. You need to build and develop relationships with your business contacts in order to move your business forward and expand your customer base.Business contacts fall into two separate categories. It is important for you to distinguish between the two and develop relationships with them accordingly. The two categories of business contacts are influencer/users and users. The people who are both influencers and users are prime business contacts. These business contacts have the potential to use your services themselves and influence others to use your services as well. It is true, every client is a good potential referral source, but the real influencer/users are those who are in the referral business so to speak. These influencer/users also come in two categories:Trusted Advisors to Small BusinessesBusiness contacts in this arena include:AccountantsBookkeepersAttorneysBusiness ManagersConsultantsJust like you call your accountant for referrals to other businesses, other small businesses are doing the same. If you happen to maintain your accountants network, who is he or she most likely to recommend? Niche Technology Providers for Small Businesses This is another category of business contact that is extremely influential. These are people who are in the IT industry but who are not direct competitors. They include:Accounting Software SpecialistsIndustry Niche Software ApplicationsPhone System DealersSoftware DevelopersSystem BuildersWebsite DesignersThese businesses work for companies that will likely be in your sweet spot. If you develop business contacts with these people they will be in a position to recommend your IT services to their clients. The Bottom Line on Business ContactsBusiness contacts are all important. They do come in different categories and some should be focused on more than others. Those in the influencer/user category are very powerful business contacts because not only can they use your company they can refer you to others who could hire your company. Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Setting Your Goals In Sales Training

Setting Your Goals In Sales Training

It doesnt matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, Ive found that top producers all have one thing in common: theyve taken the time to sit down and create goals for themselves and committed to sales training. Even if during the sales seminar they were skeptical when they started the process of goal setting and planning, every one of them has become a true believer.What Is A True Believer?A True Believer isnt someone who just works sales leads. They are someone who has been amazed by the incredible power of goal setting and the power of their own mind to be sold on the sales job. Every one of them has accomplished far more than they ever believed possible even if they are in mobile home sales or business sales they are the ones that move up to the top. It didnt stop with sales goals or material successes. This belief runs deep in all areas of their life. Theyre convinced of the power of the mind and want share that with the world. They just seem to live in a world that favors them. There life has become an extension of their sales attitude.Are You Happy With Your Current Training?I defined happiness in training as, The progressive assimilation of worth while skills that will help me to reach my professional goals. As a sales trainer, I have been working progressively, step-by-step toward making permanent lasting impact on every sales professionals life. This purpose alone can generate a continuous feeling of success and achievement within me, but if it doesnt translate in your personal sales training it is all for not. The sales game has always been the more people you sell, the more successful you will be. As a sales professional, you have more control of this than almost every other profession. Geoff Thomas a sales associate is found of telling his sales staff, Your raise is effective just as soon as you are. I know you can create an environment of happiness for your customer through fabricated rapport skills but a genuine joy for sales will close more deals than you can imagine. Without your skills of salesmanship, there would be nothing for company to do. When you walk out of the office in the evening, it is natural for you to feel like a winner. This goal is well entrenched in the sales experts I know. It also gives you the psychological momentum to overcome obstacles and plough through adversity as you reach your sales goals and assist others. Sales training more than anything else should have you recharged as you go back out into the world. If the sales seminar doesnt motivate you to work every sales lead more efficiently than why bother.Does Your Training Connect With Your Values?Every great trainer has a personal strategic planning process. It usually begins when you determine what you believe in and what you stand for your values. If your values and the trainers match this is the glue that holds the core concepts of the sales training in place. These values shape our personality and our character as a sales professional. Your virtues and qualities are the sum total of all your thoughts, actions and beliefs since the moment you were born. Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All sales improvement begin when you clarify your true values and commit yourself to live consistently with them. Its been said, You must stand for something, or you will fall for anything! Great sales trainers know the value of the sales process and believe every prospect they meet can find value in their product or services.When Attending A Training How Specific Should Your Goals Be?To achieve success in training you will find trainees are successful because theyre very clear and committed to their values and specific outcomes from the training. Unsuccessful trainees are fuzzy or unsure they perhaps were forced to the training without a buy in from the sales manager. When a training is a complete failure, youll find that the trainer didnt clearly outline the real values of the training at all. These trainers stand for nothing and hope their audiences fall for everything. While training the sales staff at Positive Changes, our sales staff had access to a wealth of resources designed to help them succeed in their goals. For instance, use the Sales Mastery series to stimulate your other-than-conscious and keep you on track with specific, clear and organized sales goals. They trained each franchise location to set goals for the day, week and the month. Using these mind trips within themselves helped them to enroll others into its use.

Why Use Lead Management Software?

Having a popular website, or popular company of any type, is entirely dependant on sales. Effective sales at that. Maintaining a healthy profit is key to the long-term survival of your web site or business and this means knowing the difference between your effective sales leads and your ineffective sales leads.Small Business OwnerLead management software is perfect for the small business owner or webmaster of a website. You may have numerous different affiliate links and many different salespeople. Sometimes it can be very difficult to manage your prospective clients. By using lead management software you can keep track of your sales force or each of your affiliates.SalespersonPerhaps you are a salesperson or sales executive responsible for selling goods or products for one or many companies. Lead management software can provide a similar service for you too. By essentially managing the tracking of your sales, "lead management" software will free up much more of your time providing you with the opportunity to do what you do best. Sell.Lead management software is useful for absolutely anyone who needs to track, manage and maintain his or her sales leads. Internet marketers will find lead management software particularly useful. Often we find ourselves spending more time working out the efficiency of each avenue of sales than we do actually advertising and selling. Lead management software will give you all the statistics you could need.What's It For?You will be able to track how much you are paying for your advertisements and how much return they give for your investment. That way you can remove or improve the campaigns that don't give a decent return. Using good lead management software, you can know which of your campaigns are worth investing more money into or which campaigns you should be repeating, and which you should be dumping.With lead management software you can keep, manage and update all of your vital contacts' information in one place. You can keep track of whom you've assigned each of your sales leads to, you can also record where that sales lead came from and how you got it.The Bottom LineOrganizing your leads and all the information surrounding them will not only lead to a more effective sales campaign it will also increase the time you have creating leads and selling to your new prospective clients. If you sell a useful product, whether it be consumable or not, one of the greatest ways of making money or winning contracts is through follow up business. If you own a website, this usually involves sending an email to a previous customer. Lead management software can effectively manage this process for you, sending emails at predetermined times, managing responses and updating all the required details.

IT Sales: Stop Selling Commodities and Start Selling Knowledge

The first piece of advice in marketing to strangers is to stop selling products as your lead entre, as your foot in the door with IT sales. It's not about selling products. It's about selling you incorporated. In this article you'll learn how to get away from selling products and start selling your expertise.IT Sales: Where Can You Add Value?Stop selling the plain, ordinary products by themselves and start selling the value of your company. Stop selling to product-only customers. Stop competing on price alone when you can't bundle in value-added services. The only way that you're going to be able to substantially grow your company and survive and thrive over the next several years is to think about where you can add value and where you can sell services. Think about how you can sell you incorporated. How can you transform your whole marketing approach so it's not about reaching customers anymore? It's about reaching clients; long-term clients who need to engage with you over an extended period of time as outsourced IT. Stop thinking that you need to have the rock bottom lowest prices in your specialized niche, business to business. You don't to experience good "IT sales" . IT Sales: Your Expertise Sets You ApartThere are hundreds of people in your area who can do all the easy stuff, but you're doing the hard stuff and you know this industry better than they do. You know there are only a couple other people in this whole region that can do what you do. Now you are no longer working with a price-sensitive buyer. IT Sales: Your Experience and Niche Demands Higher RatesWhen you're not dealing with price-sensitive buyers, you can add a little bit to your margins. B2B clients know they have to pay more for the convenience and the value of your expertise that's specific to their business. Think about this new frame of mind in every marketing and advertising promotional message you put out there. It's all about you incorporated, not the brands that you sell. Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Summary

Loan officers have every reason to be skeptical of lead companies. However, if you are considering taking a shot with a mortgage lead company, here are a few things to keep in mind.