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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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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