Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends. This way you can ensure having their business forever. When working as a b...

A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction. When we recei...

When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible. Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for...

I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish. You would...

Business cards and greeting cards almost go hand in hand when being used for marketing and business purposes. With a few exceptions. One is bigger than the other, and needs a postage stamp in order to get to it's desired location, as opposed to the busine...

When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you. While working as a loan officer, I dealt with my fair share of...

The customers you already have could be your biggest lead source, and you may not even realize it. Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it. Here are a...

It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want,...

Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them. One of the most critical mistakes a s...

Keeping Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things...

Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. This is commonly referred to as "needs based selling." The most...

The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads. After all, leads are the name of the game. If the time is right for you, it is important to do yo...

Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. A consumer wants to know that the person behind the product believes in what th...

Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. As I listen patiently and attentively, I privately critique the sales person as they make their pitch. I look for certain things, the ba...

I don't know who said it or where I heard it, but I'm sure it was brought to my attention by a sales trainer somewhere, at some time during my journey through the maze of countless sales trainings and seminars that I have attended over the years, but it d...