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Improving Sales Results Requires Change

August 31, 2010

Image via Wikipedia It’s ironic how often we avoid change, even when we know that our current plan is falling short. This is my daily conversation with mortgage, debt, and insurance businesses. They often pick up the phone and call me when their sales are falling flat. The question is will you try something new? [...]

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Would You Rather Twitter or Make Real Money?

May 27, 2010

Image via Wikipedia Twitter, Facebook, Linkedin are considered the next generation in communication tools. We think that these social media sites are silver bullets for prospects and business. However, filling out social profiles, friending, following, and pumping out statuses about our services is probably not going to help you make your sales quota. Here is [...]

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There are Big Deals Left in Those Aged Finance Leads

May 11, 2010

Image by Getty Images via Daylife Your sales gut probably tells you that fresh, real-time Internet leads have the best chance of closing. On the other hand, if you read the statistical studies you will discover the value aged financial leads offer you. The fact is there is more money to be made from those [...]

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How to be a Top Internet Lead Sales Person?

May 4, 2010

Image by Getty Images via Daylife Internet leads are fast emerging as the preferred way to acquire customers. Purchasing Internet leads is the start and good lead management is the follow-through to sales success. If you want to be a top sales performer you need to be equipped with the right knowledge, a good process, [...]

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5 Early Warning Signs of Bad Debt Lead Follow-up

April 28, 2010

Image by Franco Folini via Flickr Bad debt leads are a fast growing segment especially in this grim economic scenario. There are plenty of debt leads out there waiting for a call from you, hoping to set their accounts right and improving their lot. However, at times it is possible that you have plenty of [...]

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Overcoming Objections in Selling Finance Products Online

April 19, 2010

Image via Wikipedia Objections are the linchpins in any financial product or service sale. Building a strategy that overcomes and pivots around these challenges is going to get you more deals. But, saying it doesn’t get it done it needs to be an ongoing part of your sales strategy and professional growth process. Here are [...]

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7 Ways to Relieve Fears of Working with a Finance Company Online

March 18, 2010

Image via Wikipedia The Internet is the great business equalizer. Small companies can have as big or bigger impact than a big company. Your size is very hard to detect. Unfortunately, this has been leveraged by spammers and scam artists. Incidents of Internet and financial services fraud are almost a daily headline. Naturally this creates [...]

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How to Get Your Organization Ready to Buy Leads

January 28, 2010

Buying Internet leads is an efficient way to pump up sales and reduce marketing cost. Lead buying is a great source of high quality, high intent prospects. Lead buying also gives you consistency in the flow of prospects into your sales pipeline. However, to really maximize the benefit you need to get ready. Be Ready [...]

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Confidence Converts Mortgage and Debt Leads

January 7, 2010

Image by Getty Images via Daylife What is your number one job as a mortgage broker or debt settlement counselor? Build confidence in the customer. Sales is Creating Confident Buyers Does that sound weird to you? It shouldn’t because it is the most critical skill a sales person must possess. You are not there to [...]

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Staying Motivated Despite Sales Rejection

December 10, 2009

Image by David Reber’s Hammer Photography via Flickr Face it selling is hard work. On a good day you are plowing through lots of No’s to get to a Yes or two. How do you stay motivated and fight through all these sales rejections. Learning to Process Rejection The first thing that will help you [...]

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