Viable Sales Approaches to Maximize Relationships

Todd Webster of Closed and Funded has started the discussion on building a better sales approach to maximize your relationships.

Todd reflects on the “tune and burn” techniques that have scorched our clientele and left our industry scared with mis-trust:

I have found that consumers tend show no loyalty to their brokers any longer. I believe that this is directly the brokers fault. By focusing on profits and ignoring their clients they have built up the resistance to return to the same place that “helped them out”. Referral and repeat business is the best business and no lead on the planet is able to come close to it.

However, I believe that when a purchased lead is harvested correctly, that when a broker ceases to concern himself with his own good and begins to focus on the wants and needs of the client. When calls are answered and not shuffled off to processors or voicemails for follow-up at particular times. When 1003’s and disclosures are explained correctly and completely. When brokers forge a bond with their clients they have the ability to take that one purchased lead and correlate it into 2 or more deals. The break the bank attitude is a concept of the past and the greed generation will have to come to grips that clients are nostalgic for the good old days when they felt like they could trust their brokers and bankers.

Maybe this has something to do with the Dave’s observation over at Mortgage Broker Coaching:

I will never forget a mortgage broker conference that I attended about 6 years ago. I was looking around the room and I felt like I was attending a conference of thieves, drug dealers, pimps, thugs and every other snake that might come crawling out from under a rock.

They drove fancy cars, had expensive watches, had the latest $1,000 suits, smoked the finest cigars, had beautiful women on their arms. Yeah baby! The mortgage business rocks man!!!

They came….they messed up the place…and now they are looking for another fast easy buck (industry) to support their inane existence.

How do we bring back the Trust?

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