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hi there this is rich graf 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 and trying to get your business going so let's talk about the basics about how to get your mortgage brokers business started effectively number two would be networking and these are not in any particular order but networking is is when you go to a function to a location and you meet other people and you start to talk to them and ask them questions about you know what it is they're doing how they're working and you're looking for possible you know prospects and you may bump into the odd prospect if you're hunting at a networking event though it kind of has that feeling of you know you're asking a series of questions and trying to talk people into doing something now let's be serious as a mortgage broker you are not going to talk somebody into selling their home and or finding a new mortgage if they don't need one you're not going to talk them into cashing out the mortgage that they got add more dead on and do a refinance if they don't need it you're not going to talk them into making a major decision like that without doing something very very effective for them so let me explain a couple things number one is if you're pushing that client to do something know that they're not going to listen to you they're going to shut down so no matter where you are in the sales cycle that's important we have to help them understand the benefits and we're going to talk more about that in the sales process so you can see how this works so networking is when you're bumping into people you got to know what to say when to say and how to say it and you will find business at a networking event number one thing that to do with networking is that you have to do it regularly if you're going to a networking event and you've got something that maybe the chamber of commerce in your area has and you can go there once a month go to it regularly so you can get to see the same number of people because you know for you to create profitability you have to build up credibility and you have to have a visible presence in that environment and if you're never there and you have no credibility you're not going to make any money so it's a as a vcp model that's used primarily in networking and and all kinds of different businesses actually i'm borrowing it from bni uh international they have a great program in there but you have to know that if you're not using that kind of visibility credibility equal profitability it's not going to take you anywhere it's just going to be you're going to go you're going to spend some time and i'll you know hear these words from people that just kind of do spot hunts and they'll say to me you know what i didn't get any value from that it's i'm not finding any clients that's not the point so this has been rich grah from rg performance development my goal here was today that you 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 than you may think and if you've got some questions you know how to reach us you can just contact us through the website that'd be awesome please check out the other videos we're going to continue this session in parts two three four and five 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 you