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 I am not much of an advocate of Seminars on how to improve my
business, I find them all to be basically the same. 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 that I attended several years ago titled
CloseMore. Jack Davis was one of the speakers at the Seminar, and only talked
about Three Simple Points To Be Successful And Increase
Business, but his three points made sense then, and continue to make
since today
Everyone in attendance at the Seminar were Loan
Originators, but the three points that Jack made need to be applied by everyone
in business, especially those in Sales. Jacks first point was that we needed 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 of our
word. Our Clients want to trust and be confident that 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. After the
transaction, we need to stay in touch, and make sure that our Clients know that
we are there to continue to answer their questions, and to help them with any
future transactions that they may have. We need to continue to show our Clients
that we care, and that the transaction that we completed is not the end of our
relationship. This means that 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 stated that we have to be the first to respond, if we are the
first, we will probably be the one that gets the business. I knew this because
I have experienced it, but it is something that 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 that Jack stated of Loan
Originators that DO NOT return calls promptly. He stated that 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 say that with the
fewer number of Loan Originators in the business today, that percentage is
probably high, but it is a figure that has stuck with me since them. 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
Points 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 that you make them a
part of yours as well. These Three Simple Points To Be Successful And
Increase Business are in my opinion among the important keys to achieving success.
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