5 Steps to Build Trust with Your Clients

Jul.20

By Todd Duncan

When it comes to training for true sales success, it’s really a matter of learning the language of selling as opposed to learning clever selling lines. To close sales in an effective manner with out call reluctance or cold calling, you must communicate in the language that is most easily understood by your prospects and clients, and that language is trust.

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How to Identify Your Best Clients

Jul.12

By Todd Duncan

Look at your business. You are 100% responsible for it. With that being said, I suggest that you do an analysis at least quarterly to determine the profit picture on a per-prospect basis. There are really only 4 types of clients you can have...

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5 Ways to Close the Sale Without Begging

Jul.6

By Todd Duncan

Every salesperson has made the fatal mistake of trying to close the sale without first earning a customer’s trust. Asking for a prospects’ business without out an ounce of indication that they are ready to buy from you is just looking for a handout. It’s petitioning for a sale without earning your prospects’ vote and then, like a spoiled six year old, complaining that you didn’t get what you wanted when your prospect says no. If that becomes your way of doing business, you’ll end up begging for more than sales. You’ll end up begging your boss for your job.

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6 Principles to Overcome Procrastination

Jun.29

By Todd Duncan

What’s holding you back? Why have you procrastinated? While there may be a million reasons you haven’t started, there is only one reason why you should start: it’s your life!

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4 Steps to Achieving a Successful Sales Process

Jun.22

By Todd Duncan

The High Trust Selling system is a step-by-step process that enables you to maximize trust and minimize tension, and lets you know in advance that the likelihood of someone agreeing to use your services is as high as possible.

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7 Foundational Truths About Time

Jun.15

By Todd Duncan

The good news is that if you can visualize a perfect day, you can make it happen. But you may have to change the way you think. First and foremost, you need to understand that event management, not time management, is the critical factor for creating the perfect day.

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3 Steps for Paving a Path to Your Highest Potential

Jun.8

By Todd Duncan

It’s tempting to freeze up and remain on the ladder you’re on, buying into the notion that this is “as good as it gets.” If you believe there’s a unique path for your life, there can be no such thing. Being content with “as good as it gets” is the equivalent of admitting your progress has peaked and your potential is past.

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Heed the Golden Rule of Service

Jun.1

By Todd Duncan

Adhering to the golden rule of service is essential to building a profitable mortgage-origination business. For many loan originators, a great deal of time is spent trying to generate new leads, referrals and applications from people they have never done business with previously. That is one way to develop new business, but it is not the easiest or the most profitable approach.

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