The Collective Podcast
The Collective Coaching presents in-depth conversations with the nation's leading mortgage team leaders, executives, and branch managers, delivered to you every two weeks. We also feature mastermind sessions with influential coaches, consultants, experts, and speakers. All so you can build the right team, systems, and technology to scale your team to a hundred million without losing your YOU. The Collective Coaching Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative.
The Collective Podcast
The Sales Process
In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.
00:30 - The Sales Process: Lead Generation and Initial Contact
09:44 - Using Calendly to Streamline Scheduling
11:09 - The Intake Call and Pre-Qualification Process
13:01 - Sending Pre-Approval Letters and Providing Transparency
16:23 - Pre-Contract: Nurturing Leads and Maintaining Relationships
20:18 - Transitioning to the In-Contract Stage
21:13 - The Importance of Speed, Education, and Transparency
Takeaways:
Structure Your Sales Process: Train your referral partners, utilize scheduling tools like Calendly, and automate your communications to keep prospects engaged and informed.
Educate and Be Transparent: Continuously provide education through market updates and personalized content, ensuring you are transparent about your process and pricing.
Delegate Effectively: Use virtual assistants and technology to handle administrative tasks, allowing you to focus on high-value activities.
Stay Engaged: Regularly contact your prospects, categorizing them for tailored follow-up to stay top of mind and build trust.
Quotes:
"If you're the fastest, the most educational, and the most transparent, you're going to win."
"There's a difference between people that react and those that control."
"Apple didn't change their phone for an Android user. They just encouraged them to try it out."
"You have to run your race and people can run your race with you, but you're not running their race."
"80% of buyers say they would use their lender again. And less than 20%, 19% of them actually do."
"It's all about speed, education and transparency. And it's much more effective when you plan those three things out."
Show Links:
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