Are Mortgage Brokers Due for Seven Lean Years?
He feels the pain because he has plummeted from being the top performer on the sales team to the bottom. Reeling from the roller coaster ride, he's desperately looking for a quick and proven way to regain his equilibrium.
He suspects the answer is to start cold calling, especially now that the torrent of inbound leads has been squeezed off to a trickle by rising interest rates and a plummeting housing market.
He'll get no argument from me. I firmly believe outbound prospecting by phone is everyone's salvation, especially if they have been living off the fat of the land year after year. It is the only proven sales and marketing medium that YOU CONTROL 100%
Think about it.
Run ads in newspapers and you're not only competing with competitors' ads, but you're paying for the privilege. I counted no fewer than 5 different mortgage brokers advertising each hour on radio station KLSX about a month ago.
Who can stand out from that noisy crowd and get his message heard?
If you can't control interest rates or the housing market, or your competitors' deep advertising pockets, and all of them seem allied against you, you simply have no choice but to be much more aggressive and nuanced about how you promote.
The fastest, cheapest, MOST INTERACTIVE real-time sales medium ever devised is the telephone. If the dot com boom and bust have taught us anything about bubbles, it's this:
"Field of Dreams" aside, IF YOU BUILD IT, THEY STILL MAY NOT COME!
We need to go to them.
There is simply no future for PASSIVITY in more and more fields, today.
Speaking of fields, and cultivation, isn't it the Bible that says seven fat years are inevitably followed by seven lean?
You can't wait for a harvest that will, at best, be feeble and insufficient. When the cycle moves against you, you must leave that little plot of land that has fed you so well, and now venture forth and become a HUNTER.
When times are fat, cultivate. When times are lean, HUNT.
Again, the best way to do that is by phone. Don't hesitate.
Reach Out & Sell Someone(r) NOW!
Related Tags: crm, sales training, leads, ucla, speaker, telemarketing, mortgage brokers, cold calling, trainer, seminars
Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a "talking head," Gary is a top mind that you?ll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com
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