4 Selling Myths to Dismiss

May.25

By Todd Duncan

Since the earlier twenties, many sales trainers have taught four specific strategies that are supposed to increase sales. The truth is that, more often than not, using these techniques will hinder your sales, if not prevent them entirely. As you review these strategies, you’ll notice how none of them are focused on creating solutions for the needs of your clients.

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The 7 Keys to Adding Value to Your Clients

May.18

By Todd Duncan

There is no greater discipline in the High Trust Selling Process than adding value. A regular dose of value decreases the likelihood that your clients will be wooed by your competitors and therefore increases the stability of your business. If you consistently add significant value to your clients over time, they will eventually come to a place where they cannot imagine doing business with, or referring business to, anyone else.

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10 Steps to Build Your Pipeline & Close More Loans

May.11

By Todd Duncan

Since 1992, I have studied the strategies and behaviors of top producing Loan Officers throughout America. I have personally interviewed over 800 loan officers that make at least $250,000 a year in sales commissions, work less than 50 hours a week, and have an approach to achieving balance in their life. RJ Crosby comes to mind, and just last year he called to thank me because he had “closed 45 loans in one month and had taken two weeks off.” Mike Metz texted me that he had “closed 125 loans in the last two months and grossed over $550,000 in revenue. That’s the kind of success I’m talking about.

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15 Tips to Help You Stay Focused

May.4

By Todd Duncan

You can’t just take any action, You have to take the right action. The wrong action will only take you further from your mission and vision, leaving you at a greater disadvantage than when you started. Here’s a list of tips I’ve compiled to help you not only take the right action, but to stay focused on your journey.

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3 Steps to Escaping a Sales Rut

Apr.27

By Todd Duncan

If your sales are stuck, there is a fundamental idea you should grasp. Your sales are not in a rut. You are in a rut. You need a paradigm shift.

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Break Free From Your Cage

Apr.20

By Todd Duncan

As a mortgage loan originator, can you be reasonably successful by just following directions and staying within the lines? Sure. That’s what most people do. But if you’re talking about becoming a top producer, if you want to be unstoppable, you have to learn to put aside everything you’ve been taught — all the restrictions, limitations, negativity and doubt.

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5 Steps to Position Yourself as a Consultant

Apr.13

By Todd Duncan

How would you like to be in a position where for the rest of your origination life, you never again have to worry whether your rates and fees are competitive enough to get you business? How would you like to never give out a good faith estimate as the decision-making mechanism a borrower uses to do business with you? How would you like to be in the position of having clients never again question the cost of doing business with you?

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8 Tips To Maximize Your Time

Apr.6

By Todd Duncan

If you are not maximizing time, you are not being highly productive in your goals pursuit. If you are not highly productive, there is a good chance that the things you are doing might not be producing profit, both personally and professionally. For the last twenty years, I have been researching people and their productivity behaviors and have discovered the following truths...

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