Refinance Guides

If you are promoting a product and you are doing some advertising with displays, don’t allow for your customer to know everything. Otherwise, they won’t have a reason to call you, or come visit you.

For instance, when I was working in the banking industry, we displayed our rates on a fancy looking board in the middle of our main lobby.

Customers would come in, take care of their business, glance at the rate board, and walk out the door.

Than one day, some genius decided to take the rate board down, forcing the customer to come into an associate’s office, have a seat, and verbally ask for the rates.

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 receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don’t come without first building relationships with your current customers, and within your business community.

There are several ways to get referrals, but perhaps the easiest way to get them is from the people closest to you, the people right in front of you. Your current customers.

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.

They were able to do this because they spent years building their book of business.

Whenever a current customer walked into their office, or called them on the telephone, the sales person would recommend to them a new product or promotion that they had going on at the time.

When a customer walks into your office, you want to make sure they feel welcome, you want to treat your customer as though they are a piece of gold, and not as a statistic.

Have you ever been standing in a line, and when it comes to your turn to be waited on, the sales associate yells out “next?”

Just thinking about that scenario makes me cringe. It is hardly a way to build a relationship with your customer.

I have been working in sales for more than fifteen years, and I have literally had customers tell me that the most important thing to them is to be appreciated and not treated as a statistic.

A short observation on success…

Having the opportunity to speak to thousands of loan officers across the country has given me an opportunity to pull out my “magnifying glass” so to speak. One of the things I have noticed is that there is a certain quality, or intangible that separate those who are successful versus those who are not.

During my weekly calls, I will speak to 50-75 loan officers each week. Out of this number of lo’s I will typically find one loan officer who is either already experiencing a level of success,or has the necessary mindset and tools to begin improving.