13 Ways to Make 2013 Your Best Year

Jan.14

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.

What do Loan Officers like RJ and Mike do to get to that level?  And if you knew their secrets, you could model those and get the same results.  At our Sales Mastery Event last, year, RJ and 15 other Loan Officers did exactly that – showcased their “secrets”, which are not really secretes, but truths, laws, principles, that when followed make the biggest difference in your life and your business.  Here are the top 13 that are guaranteed to make your 2013, and every year hereafter your best year ever.

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Prospecting Is Your Business

Nov.14

By Todd Duncan

My first real memory of selling was when I was in Little League at the age of eight. I remember my dad telling me that if I wanted to sell candy for the team, I had to go where the people were. He also assured me that it was highly unlikely that the doorbell would start ringing if I just sat at home and watched cartoons. Taking my dad’s advice, I did what every budding salesperson would do – I made a list of everyone I knew who would buy candy from me, highlighting those whom I thought would buy the most. Within two days, I was sold out, when everyone else had barely begun. It’s too bad I didn’t remember my young sales experience when I began my first real sales job.

To my recollection, I didn’t have substantial preparation before my first real day in the mortgage industry where I actually had to sell something to make a living. My professional sales preparation was more like, “Here’s your desk. Here’s your phone. Good luck, Todd, you’re on your own.” Maybe that’s why my first day in the field as a professional salesperson was so memorable for the wrong reasons.

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