Monday, October 29, 2012

Turn On Your Mortgage Leads Faucet!

The mortgage business overhaul is almost over. From a Headhunter's perspective, business seems to be improving nationwide. The dedicated professionals who've weathered the past few years are poised to reap big rewards. Tens of thousands have left the industry and the opportunity to grow your mortgage connections is huge. It's time to turn on your mortgage leads faucet.
I like Loan Officers and Originators. If I were not a Recruiter I would join their ranks. The marketplace has changed. There's no use fighting those changes. Millions of people are ready to sell and buy homes again.
Medium size mortgage companies have been acquiring solo operations and small mortgage groups who could not survive in this new era of regulations. The primary growth strategy for many mortgage companies has been to recruit loan officers vs. training new ones.
Mortgage companies are willing to pay substantial recruiter fees for entire branches, and Loan Originators. Top producing loan officers used to close 3 - 50 million a month (the 90's to 2008). Now mortgage companies are happy if loan officers close a million dollars a month. Folks with a fresh NMLS license are eager to develop their mortgage lead sources to build up their sales base.
In addition to recruiting it's time for the mortgage business to turn within their organizations and start increasing market share by helping each individual Loan Originator grow their circle of Realtor relationships. It's time to turn on the mortgage leads faucet to full force.
The secret to growing a never-ending stream of mortgage leads is establishing relationships with Realtors. Every loan originator can grow their mortgage leads and the time to lay the foundation for a steady stream of leads is now. Make a plan for the next 12 - 24 weeks to visit 10, 20, or 35 realtors each week. Make a schedule and follow your plan. Visit the same Realtors each week.
This routine can feel useless but it's not. The best producers have multiple Realtors feeding them leads. Gather your team members and list all the ways your office adds value to the working relationship you establish with your selected Realtors. I spoke with a commercial Real Estate Broker yesterday about how many visits he's getting from Loan Officers. His answer: None.
Set all excuses aside and get out and visit Realtors. Go in person or cold call to make appointments. One thing is certain. Week after week of placing your face in front of your targeted Realtors will start to bring in business. How you service your clients will keep that mortgage lead faucet on.
Your persistence, your dependability, and your brief announcements of how you can help their business will stick. You are there to help them succeed. You are not a pest. You are their backup plan. Offer benefits and value. Prepare your value added phrases before your visit. Take time to stand there and let your authority and expertise register. Ask questions. Do you know what matters most to your customer? What kind of information will help them with potential home buyers? Prepare a top notch sales script to succeed.
New mortgage leads will flow. Don't settle for a few realtor relationships. Stick with your plan for 12 - 24 weeks. Don't let pretend items on the 'to-do' list distract you. If you need help with sales skills, get that help. If you have anxiety related to cold calling or any part of the sales process, there's help. EFT is a perfect solution. Ask your peers for suggestions. Brainstorm. If each person in the office adds four new apps a month to the loan pool it's more cost effective than paying a recruiter fee.
Loan Originators have taken a beating these past few years and it's time to grow your mortgage business by creating endless mortgage leads. Do it now. Have fun. Ask for a new wheel barrel for Christmas. You'll need it to carry all your commissions to the bank!

Monday, October 22, 2012

Don't Ignore Call Resistance

Why do you avoid making cold calls? Is it because you hate rejection? Do you feel you're intruding on someone's day? Are you shy? Insecure? Do you not believe your service or product has value? Is there another reason? Call Resistance is real. If your career in sales requires you to make cold calls it's time to face the issue and dissolve your call reluctance forever.
Everyone knows why we cold call for business. Volumes of books have been written on the subject however if you are in sales and hate to cold call, you're probably miserable. Guilt, shame, feelings of inadequacy, fear; the list is endless so solve the problem once and for all.
Emotional Freedom Techniques (EFT) is the answer. EFT is emotional self-care. It's been used in healing practices worldwide for about 20 years. Traumatic experiences impact our behavior. Science has proven traumatic memories don't mature. Trauma, emotional and physical pain can be released. While we'll remember events, how we feel about those events can be dissolved. We can choose our behavior and live the life we want.
Example: As children our caregivers told us rules to keep us safe and help us fit into society. "Don't talk to strangers." "Mind your own business." As adults with career responsibilities, those rules don't apply however when we're called upon to act in ways that are in conflict with those rules, we feel anxious, or afraid.
EFT is an energy therapy. When we feel mental, emotional, or physical pain those feelings block the flow of energy within our bodies. EFT incorporates a tapping sequence on acupoints on the body with a focus on the pain we want to dissolve. Done correctly, the EFT tapping sequence sends vibrations throughout the body and dislodges the pain. It's emotional acupuncture without needles.
Therapists are having astonishing results with patients who suffer from PTSD. EFT is easy to learn and self-administered. There are practical uses for EFT and it will erase the emotions preventing you from cold calling. We've all come in contact with perpetually angry people. They're reactions are usually disproportionate to the issue. Is road rage really an excuse to run someone off the road or physically assault someone? No.
We know people who feel angry can experience a rise in their blood pressure. Anger can trigger a heart attack. Emotions can cause us to feel sick, trigger a headache, backache, or make us cry. Emotions impact our physical well-being and behavior.
Use EFT to erase the idea that you don't deserve to be successful or the fear of success. Dissolve insecurities and get rid of false assumptions. You're able to call family and friends so why not call prospects that need and want your service? EFT will free you from subtle negative self-talk messages that have hounded you for years. Maybe you dad could never give you a compliment and you grew up thinking you're not worthy or competent. Nonsense! With EFT it's not necessary to trace a feeling back to the original trauma or pain. All that's needed is to identify the pain or fear or negative behavior you want erased.
A career in sales offers outstanding rewards. Earn what you deserve to earn. Create the life you dream of and be free from outdated or painful thoughts. Don't let call reluctance inhibit your performance. You can cold call with confidence. EFT is a tool that delivers peace and healing when you never thought you had issues to heal! Be prosperous and love your sales career.

Monday, October 15, 2012

Create Your Own Business Referral Network

Customers who come as referrals to your business are coming to you with a pre-set level of trust. They have been told by another individual whose opinion they trust that your business offers exactly what they are looking for. The only step required after receiving a referral customer is to make sure their trust in you is never misplaced. When creating your business referral network you should keep a few helpful tips and industry tricks in mind.
Try it
This might sound overly simplified but it is not. If you see an opportunity to expand your business network, give it a shot. Join committees, your local chamber of commerce, check out some seminars, and continually network yourself at every possible opportunity. You should soon find yourself with no shortage of business referral network possibilities.
Associate with Beneficial Mentors
If you know those who have experience with business referral networks it may be a valuable idea to seek out some mentoring from those individuals or businesses. Utilize your time with any mentors wisely by making notes each time you see a hiccup in your own business referral network programs or strategies and taking them to your next meeting with a mentor.
Do it For Your Team
Instill in your employees that the primary reason they should help with referrals is that when the team wins, they win. With struggling economies, increasing daily living costs and other elements that are killing businesses all over the globe, employees who seek out referrals are indeed, doing it for themselves, their team and overall, the business.
Offer Charity Donation Options Among Your Employees
Some of your team members may hesitate and feel concerned over the appearance of making referrals for reasons that may appear self-enriching. Offer your employees the option of choosing to donate their referral rewards to a local charity. Not only is this a community-based benefiting option, it also encourages those who may not have had interest in being an employee referrer previously.
In Name Only
Some of your employees may not have the time to do the research required to capture perfect referrals or to gather their contact information, addresses or other personal information. For those employees, be sure to offer an option where they can be considered for a smaller reward by simply providing the names of any they think may be qualified candidates for referrals. In many cases you will find that the top employees in your business are willing to work in this manner without any promise of reward for supplying those names. Hand these names over to your expert recruiters to follow-up and begin the process of selling.
Be Patient
Even if you are not new to a business, you are still a small fish in a big pond. Keeping that in mind will help you and your business move forward even when there are obvious setbacks in your network. Don't get discouraged and keep hammering away at your business referral network until you have perfected it to suit your needs and that of your company's.
Christian Fea is CEO of Synertegic, Inc. A Joint Venture and Referral Marketing firm. He exemplifies how to profit from Joint Venture and Referral relationships by creating profit centers with minimal risk and maximum profitability.

Monday, October 8, 2012

Make The Most Of Social Media Networks

The reputation of social networks has exploded in recent years. Not merely can you keep in contact with buddies, you can know about community businesses or maybe message large organizations. When you consider the quantity of folks online and the amount of time they spend there, you need to be also there with your company. This short article demonstrates how you'll be able to appreciate higher exposure via social media marketing.
Work with Twitter to get an benefit when you find yourself making use of social networks advertising for the enterprise. If completed correctly, you are able to obtain a big audience very rapidly. Attempt to secure the biggest volume of readers. Your supporters are all prospective clients so get as many as you possibly can.
Use puzzle campaigns to keep supporters interested. Devote a web page on your site and produce special pages on the social media communities for this. Use different social networks to post an interesting picture or video clip to hook viewers. To help keep them engaged, ensure you give them a date when more info will be supplied. It will be when you submit brand new content on your micro-site, reveal more of the mystifying video and mention your company.
You could wish to enable your clientele to chat to one another online. You can do so by generating a user community forum on your different social networking pages. This may increase your amount of customer support as well as assist create sensation of community within your client base. You could be shocked simply how much info is shared on these discussion boards and thinkhow it will help increase your profits.
Add in a Facebook tab on all of your articles and posts. This may make it less difficult for your followers to publish your content on their very own Facebook pages. The days of duplicating and pasting are behind us as most readers would rather not publish the material than go through the hassle.
Your end aim is to improve your company's profile. To help you develop a greater base of followers, guest writing is really a great approach to establish your self. Applications for smart phones are also worth looking at as a method to grow your business.
Social media marketing and advertising is also maintaining an eye on any blog posts, reviews or remarks on your organization. You'll be able to know right away through particular monitoring applications when brand new opinions are published about your company. Knowing what folks are publishing about you, specifically prior clients, can help you get a sense of how your company is perceived. You'll be able to also find out which area could need upgrades.
As you can see, it really is rather easy to start your social network advertising efforts. Remaining well informed of current and new trends in the environment of social media can help you reap the benefits of your advertising efforts.

Monday, October 1, 2012

Preparing, Displaying And Serving Food

It is not only the delicious food that impresses guests, but the catering equipment has a major role to play as well. For catering and hospitality industry, it is imperative to source their catering supplies from a reputable seller who fulfills all their catering needs and requirements.
Professional caterers prepare and serve food for weddings, parties, corporate events and other special occasions attended by a large number of people. They must be able to rely on their equipment to provide their services and keep their clients satisfied. That is why they need to locate a reliable company for purchasing catering supplies.
Dinnerware options include dinner plates, salad dishes, soup bowls and saucers made of ceramic, glass, metal or plastic. Caterers can choose from round, square and novelty shapes such as seashells for themed events. Stainless steel, plastic and glass dessert cups come in a variety of styles. Durable plastic dishes are inexpensive and suitable for casual parties. They will not break if dropped on the ground and are resistant to scratches, chips and nicks, so replacement is rarely necessary.
A catering company that offers sushi on the menu will need specialty items. Many supply companies offer sushi boats, boxes, trays and mats for preparation and serving. Chopsticks are also available for an authentic dining experience.
For beverage service, wine buckets, decanters, stands and chillers placed on individual tables allow guests to serve themselves. Bar caddies, spoons, tongs, ice scoops, jiggers and condiment containers are essential for any bar set up. Bartenders will also need liquor pourers, a bottle opener and corkscrew to serve guests mixed drinks, bottled beer and wine.
Three gallon or five gallon urns provide a convenient way to prepare enough coffee for a large crowd. These items are typically stainless steel construction and are made for use with electric heaters or canned heat. Sugar bowls and creamers allow guests to flavor their beverage to taste.
A caterer will need a range of products for food preparation. This includes items such as cutting boards, cooling racks, baking pans and mixing bowls. Silicone molds are useful for making muffins, tarts and petite fours.
Presentation is just as important as food preparation for any professional catering business. Culinary display stands maximize the available space on any buffet table. Soup kettles and chafing dishes keep foods at the proper temperature. Cereal and ice cream topping dispensers provide a convenient way to display these items without the need to set out separate containers for each item.