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Archive for the ‘Selling’ Category

The Conversion Conundrum

Wednesday, February 27th, 2008

Does your shop have a professional sales force, or is it a boiler room?

Monday, February 4th, 2008

As some of you know, we’ve hired a lot of people lately in several departments all across Leads360. In January alone, I had four new individuals join the sales team. This is very exciting, but it’s also a lot of work. A lot, of work. Back in the day, Leads360, like many other companies, would bring in a new salesperson and throw them into the shark tank, and they would either sink, or swim. This approach is highly ineffective and is a complete waste of time and money. Getting good sales people is about identifying the strengths and weaknesses that you can work with, and nurturing them.

How to run a mortgage company in 2008

Friday, November 30th, 2007

I read a very interesting blog this morning over at the XBroker. Jeff over at the XBroker talks about some radical changes needed in this market to run a shop, keep your head above water, and most importantly gain consumers trust. No doubt, he will take flak from people who are stuck in the past, but still worth the read.

Goals, Goals, Goals!

Wednesday, November 28th, 2007

We all have goals. Personally, I want to win the lottery one day. Every time there is a huge lottery payout won by someone whom I don’t deem deserving of it, I sit back and think “Man, if that were me who won that…” and go off into a day dream. True, a goal of mine is to win it, but I will never achieve that goal.


Well, because I don’t play the lottery.

How can I win the lottery if I never play it?

Sales 2.0

Wednesday, November 21st, 2007


2.0 this, v2.0 that…whatever you want to call it, it’s evolution. Survival of the fittest. Only the strong survive. And other aphorisms that make you think of 80’s era Schwarzenegger and Stallone films.

At Leads360, our Sales Department is evolving swiftly into a true Sales 2.0 team. We’ve realized that our company, and our clients are one in the same when it comes to our experiences in selling. As the market changed, you changed the way you sold a loan. It got more challenging to match your offerings to a prospective borrower, much as it got more challenging to match our offerings to a lender or broker.

Selling, and living…in a down market.

Monday, November 12th, 2007

You sell to live, but you also live to sell. You are the kind of person who plans to stay in the mortgage industry even though things right now are…well…challenging. While your former co-workers have elected to take the easy way out, you have decided to be steadfast and continue doing what you love.