Three Simple Steps To Be Successful And Increase Business

I am not much of an advocate of Seminars or Webinars on how to improve my business.  I find them all to be basically the same and they put me to sleep. But everyone once in a while one comes along that actually makes sense and offers good common sense advice. Such was the case with a Seminar I attended several years ago titled CloseMore. Jack Davis was one of the speakers at the Seminar, and only talked about Three Simple Steps To Be Successful And Increase Business, but his three steps made sense then, and continue to make since today.  Everyone in attendance at the Seminar were Loan Originators, but the three steps Jack talked about can be applied by everyone, especially those in Sales.

Jacks first point was that we need to be in the truth business.  Our Clients want us to say what we will do, and do what we say. We have to be a people who keep our word.  Our Clients want to trust in what we say and be confident there will not be any last minute surprises.  People will make their decision to do business with us, because they trust and have confidence in us, and not what our selling price or interest rate might be.  If they trust and have confidence in us, then everything else is secondary.

Jack's second point was that we need to be visible.  We need to keep our Clients informed of everything during a transaction, and be there to answer their questions honestly.  Communicating often with our clients is a MUST before, during, and after.  After the transaction, we need to stay in touch, and make sure our Clients know we are there to continue to answer their questions, and to help them with any future transactions they may have. We need to continue to show our Clients we care, and even though the transaction is completed it is not the end of our relationship. This means we need to have a plan in place to market to our past Clients as well as our future Clients.

Jack's third and final point was that the single biggest complaint Clients have is that their phone calls are not returned.  He emphasized we have to be the first to respond, if we are the first, we will probably be the one who gets the business.  I knew this because I have experienced it first hand, but it is something we need to be reminded of over and over again.   I have been told many times by Clients when they are doing a Mortgage with me, that they chose me because I called them right away, and others did not. What I did not know was the percentage Jack stated of Loan Originators who DO NOT return calls promptly.   He stated research shows 80% of all Loan Originators do not return their calls in the same day, and some even go days before returning their phone calls. I would expect with the fewer number of Loan Originators in the business today, this percentage is probably high, but it is a figure which has stuck with me ever since Jack stated it. If returning phone calls promptly is an issue with Loan Originator, I would say it is a safe bet it is an issue with other Sales People as well.

Jack's Three Simple Steps To Be Successful And Increase Business are easy to follow, and simple to apply to any business.  These three principles are a permanent part of my business, and I would highly suggest you make them a part of yours as well.   These Three Simple Steps To Be Successful And Increase Business are in my opinion among the most important keys to achieving success.

 

 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com