Full sales cycle for mortgage

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[Laughter] hi there this is Rich gr from RG performance sales coaching I am glad to be talking to you today and if you're sitting here you are a mortgage broker that is just starting the business and wondering what to do so I want to make it really clear what you need to be focusing on so you're not wasting a lot of time a lot of money and a lot of effort on trying to get your business going so let's talk about the basic about how to get your mortgage broker's business started effectively so good now let's talk about the sales process if you don't know what the sales process is in great depth and you can't teach me what it is right now as we're talking on this video I encourage you to think about it from this perspective the minute that you actually talk to someone physically say hi my name is Rich and I'm a mortgage broker from that point all the way to the place where they actually go to the stage of actually signing some documents is the sales process if you don't know how to do it you will not make the right impression you will not make the right questions uh and they will not give you the right answers and they will not move forward with you they will go with someone else so can you lose a lot of clients yes uh the average person that we start with in our sales conversion program starts at about two or three out of 10 people that they talk to that they're actually getting to start with them so 10 qualified potential clients that need service and only two or three of those that they're actually getting to stage one with and all the way to the end where they're making the client with them that seven or eight out of 10 are going to the competitors so you're doing a lot of work for your competitors so you can see how this works you got not only you know is it hard to find the business but then if you're only getting you know two or three out of 10 or 20 to 30% of that you're really working really hard at finding new clients for your competitors hope you got that you know you can work really hard to find clients for your compet editors and I hate to say this but that sucks and that is definitely not what you want to do in business because you're spending all your hard hard-earned money and your time to create business for your competitors that is wrong and so we want to stop that process so your sales process is really important um if you don't know a lot about that please check in the products that I have on my web page rich.com you'll see some links below here and we have a phenomenal phenomenal phenomenal product on this called the Unstoppable sales conversion system it's a self coaching product and you can actually get coaching with that to really nail it if you really want to become a master and by the way if you become a master um you what you're going to find is that it's going to increase your income substantially it'll take two or three years off your growth curve even if you know what you're doing um and that is really critical for you to understand knowing the sales process makes you big money fast and that's not that you're not you know doing stuff it's just you're not Landing the stuff the way you want to so that's about all I'm going to say about the sales process because I really wanted you to give the overview but it's everything from Hi how are you to you know interviewing the client and discovering if they're a potential client what you do in the client interview to actually nail them uh down as a client and help them effectively move through the process and getting them the right product and then turning around having them sign and then having them happy enough to refer you off to their friends the next time they're going to go wow Rich was awesome he's a great mortgage broker you got to talk to him about that and that's really important for you to know that having the right sales process get you cheerleaders that actually will find you business at no cost to you whatsoever that you can actually make into other business as the years go by really important stuff so that's sales so you want to go to Unstoppable okay rich.com and you'll look for the words Unstoppable this has been richc from RG performance development my goal here was today that you would get an overview about how to start your business so that you're not making costly costly mistakes please check out our website because there's more free information there then you may think and if you've got some questions you know how to reach us you can just contact us through the website and that'd be awesome please check out the other videos we're going to continue this session um in Parts 2 3 4 and five uh as we go forward I'm not sure if there'll be five but we're going to continue this so that every time that you turn around there'll be another video here for you to look at it's been my pleasure have yourself a fantastic year but