5:04 - How to Recession Proof Your Mortgage Business; The Income Poll: How much revenue would you realistically like to add this year?
7:50 - What you can learn from the Panic of 1785 and how to use this “history lesson” as a guide to your future growth.
9:30 - What the Science of Influence can teach you about maximizing your lead generation/referral generation.
12:23 - How to create income by valuing Relationships over Transactions.
13:11 - You could make $1.7M every year in any market, would that be of interest to you?
14:29 - How to calculate the lifetime value of a borrower, buyer, and seller.
17:50 - Do you like the idea of making $1.4M per year from only 20 real estate agents?
19:08 - How to calculate the lifetime value of a strategic partner.
22:52 - The “10 Word” Close.
23:20 - The 4 Layers of Trust: humanity, transparency, certainty, consistency.
27:00 - The Perfect Week Poll: How many hours per week would you like to work?
30:15 - Talk Less, Sell More.
32:15 - A “10 Word” Close Example: What would it mean to you to own a home?
36:00 - Value repeat referrals over new leads.
36:39 - How to leverage the Annual Mortgage Review concept combined with a Mortgage Efficiency Checkup to create lifetime value and stimulate consistent growth.
36:57 - The Circle of Cash Flow Explained.
47:10 - The Lifestyle Poll: How many more weeks of vacation would you like to take per year?
51:00 - Value residual income over earned income.
54:26 -Your special invitation to the 30th Anniversary of Sales Mastery.
55:20 -The Fast Action Bonuses. Save $500 off the ticket price. PLUS, when you act now, you get VIP entry into the main room
1:04:20 -Sales Mastery is in October, how can I best implement things now?
1:06:11 -Do you have any advice or tips for High Trust recruiting?
1:10:48 -Can you talk more about the Annual Mortgage Review?
1:17:34 -How do we get out of our own way? I am nervous and reluctant to reach out to realtors.
1:23:05 -Which book of yours would you recommend to read first for being the best LO?
1:23:45 -My husband and I moved from Vermont to sunny Florida. I have been an LO for 25 years but am starting over here. Where do I start? My company is the preferred lender in an office with 350 agents. I have been meeting with agents and love to meet one-on-one.
1:31:46 -What do you do on the 7-day, 30-day, 6-month follow ups?
1:35:13 -What to do for starting to follow-up now if you haven't been good at following up with the database up to this point?
1:39:39 - How much is coaching?
1:45:15 - A lot of builders have in-house lenders. Any suggestions on how to overcome their preferred lender?
1:44:52 -What's a good approach to builders who have and do not have internal lenders?
1:46:20 -I don't know what to say on the phone calls, other than "I hope you love your new home! Who do you know who needs to know me?"
1:49:40 -What would be the best way to help agents to get more buyers and listings?