Adding Value Adds Stability

May.8

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.

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Defining Leadership with Andy Andrews

May.2

By Andy Andrews

There are many qualities that will help you along the way to creating the life you truly desire. Persistence, gratitude, and service are a few of many possible examples. But there’s one quality in particular that we can tend to overlook when taking stock of ourselves—the quality of leadership.

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Constructing a Life of Purpose

Apr.24

By Todd Duncan

You might be thinking that your circumstances are too difficult or that you are too old to change your life’s direction. But waiting longer will not make anything easier; the time to start is now and you can make a difference. The fact of the matter is most people don’t pick up their hammer of purpose and begin building. Or if they do, their actions are too few and with little direction. It is no wonder that the walls of many people’s lives are crumbling.

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Mastering Implementation

Apr.17

By Todd Duncan

Mastering implementation is really the one thing that most people do not get. If you're not implementing you are missing out on taking your High Trust business to the next level.To be a great implementor, you have to be a end result thinker. You have to be thinking each and every day, as you run your business, as you build your business, you have to be thinking end results.

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Planning For Profitability

Apr.10

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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Managing Your Clients The High Trust Way

Apr.3

By Todd Duncan

To consistently add value, you must maintain an accurate bank of information on your clients.  Here are eleven guidelines for making the most out of your automated contact management system:

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Follow Up Is Not Optional

Mar.27

By Todd Duncan

When it comes down to it, most originators stink at follow-up.  Yet as the Law of Response from my book High Trust Selling says, “If you don’t follow up with them, they won’t follow through with you.”  You must decide ahead of time how often you plan on contacting your clients and partners through the year…and then schedule these contacts so they are a regular and routine part of your business.

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Partnership Planning

Mar.20

By Todd Duncan

The only way to have partners for life is to work strategically with them during their life.  This is the follow-up plan that 99% of loan originators ignore.

Here’s a plan for making partnership planning work for you.  For the first 3 months of a relationship, meet weekly for 15-20 minutes on the phone.  The next 3 months, meet face-to-face, for 30-45 minutes.  After that, meet face-to-face once a month for one hour.

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