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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The Mindset of the Consultant

Mar.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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Prospecting and Business Development: The High Trust Way

Mar.6

By Todd Duncan

Zig Ziglar once said, “Prospecting is like taking a bath.  If you don’t do it every day, pretty soon you stink.”

So, how do you prospect successfully?

Time-wise, spend one hour prospecting every day until you have a solid 10-20 referral partners, and then prospect weekly or monthly.  Create unique value propositions and approach campaigns that will get you noticed.  For instance, you can send materials via Federal Express versus regular mail, or include a business book prospects may benefit from as a gift. 

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Do You Have The Knowledge To Succeed?

Feb.27

By Todd Duncan

I have found that most loan originators don’t take action consistently in the areas that produce better results.  Success in today’s market is about discipline and disciplines. Knowledge acquisition is the first discipline you should do on a regular basis that will help you succeed in any market.

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Heart Provoking Questions

Feb.20

By Todd Duncan

Questions that are both heart and head provoking can begin to move an individual to a position of possibilities, and in today’s market, you need to see all the possibilities available to you. Some of the questions I have found helpful from my Life Planning series are...

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Discipline Will Lead You To Your Masterpiece

Feb.13

By Todd Duncan

Jim Rohn once said, “For every disciplined effort, there is a multiple reward.”  And when you think about, discipline is one of your best allies when it comes to success.  That’s because you will never change your life or your business without daily disciplines that keep you focused on success.  Masterpieces are created when you make good decisions each day and then commit to managing those decisions that you have made. I like John Wooden’s advice when he says, “make each day your masterpiece.”

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