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In today's episode we look at 4 trends that are set to accelerate in 2016. They will change the strategies and skill sets that mortgage companies, their sales management and their sales teams will need to be succesful in 2016 and beyond.
Disclaimer- There Will Never Be Enough Time!
In a sense, there is no such thing as time management.
We all have exactly 24 hours in a day, seven days in a week, 365 days in a year. No amount of management will alter those facts.
The only thing we can actually manage is our own activities and those of our teams.
In our years as sales and marketing consultants, we’ve found that the teams that get the best results are not necessarily the ones with the coolest product or the most brilliant campaign ideas. The team that are the most successful are the ones that get things done!
Todd Bowolick is a salesman extraordinaire, a highly successful sales manager, and now CEO of his own company, B6 Sales Management Services, where he provides outsourcing of qualified, highly trained and vetted salespeople, sales coaching services (provided by Red Cap, by the way) and marketing services. He worked for many years for Kroll Factual Data, where he worked his way up through the company to the position of National Sales Manager. He also served as the Western Regional Sales Manager for Igloo Software. If you look at Todd’s testimonials on Linked In, you will find glowing reports of his effectiveness in sales and in managing other sales people. Todd started his own company in 2010 and is now giving a variety of companies the benefit of his extensive sales and sales management experience. Todd lives in Loveland, Colorado with his wife and four children. When he’s not working, Todd is involved in some really interesting leisure time activities that we’ll tell you about during the show. To top it all off, Todd is a tremendous young man and a great friend of mine. We are truly honored to have him on the show.
Recruiting is the backbone of many 1099 sales organizations. Pure recruiting is not hiring. Hiring implies the company is offering a full-time, part-time or a time-based, contracted salary. Some sales organizations have hybrid arrangements to provide a salary during a probationary period, then commission-only status begins.
Recruiting typically means salespersons will only receive commissions.
Many companies tell recruit candidates all the things that make their companies great such as products, company profile, etc.
There is usually a couple things missing from most sales organizations.
We will discuss these missing-in-action items.
We hope you enjoy the show.
321SETAPPOINTMENTS.COM provides affordable appointment setting, sales training and business development services to real estate brokers, insurance agencies, and select traditional industries such as dentistry, cosmetic surgery, LASIK surgery, CPAs, and information technology firms in the U.S. and Canada.
How often have you wished you had that specific brochure, infographic or customer video testimonial, when talking with a prospect, but you did not have access to it real time?
4DSales has solved your problem.
Brian Carpenter, CEO of 4D Sales will share the issue he and his partners were trying to solve for salespeople.
4DSales provides the ability for sales professionals as well as owners and executives to present their products and services in the best light, and in a very engaging way no matter where they are. This means they are always ready to present their company and they can do so in an incredibly effective manner. It also transforms the standard sales calls into more in-depth and persuasive interactions. According to a study by the Wharton School of Business, 67% of buyers say that salespeople who present information visually are more persusaive. 4DSales is based on visual and interactive presentation.
We've all seen it. A top producer is promoted and goes from sales superstar to average manager (or worse). The reason why is that the attributes and skills of a top sales person are not the same as a top sales or branch manager. In this episode, we discuss what makes a great sales manager and tips to support a new one.
On January 6, 2016, my company, 321SetAppointments.com, started working with a life/annuity insurance agency based in Sacramento. Freedom Equity Group (Sacramento) or FEG Insurance Services LLC, headquartered in Santa Barbara County, is part of a network of FEG offices across the United States.
Today's show will serve as a recap of Wednesday's sales training. The full training session is scheduled for January 9, 2016 at the Sacramento office.
At the request of the Sacramento FEG manager, 321SetAppointments.com is helping agents learn the art of Selling Without Appearing to Sell or SWAS.
The actual fee-based, SWAS sales training is a 6-hour session that helps insurance and real estate agents, or any company with a sales component, learn how to sell using traditional sales training practices.
These sales training overview will be 30 to 60 minutes, each Thursday evening, 730 (PT).
The first four weeks will not include any conversations with agents from the office. By early February, we will showcase agents who are learning and growing.
This show is from a recent sales training class conducted for a Sacramento area client.
Many salespersons suffer from complexes that hinder production and performance. Interestingly enough, true sales training helps salespersons understand and work through these issues.
My sales training company, 321SetAppointments.com, recently added the module on managing complexes.
As discovered, the majority of salespersons agreed that they had some type(s) of complexes which needed to be addressed.
A solid sales process is the key to minimize the ill-effects of complexes. Salespersons experience anxiety and frustration because most sales training programs do not include this every important conversation. It's definitely not an easy conversation to have with people, but the salesperson attendees were grateful that the subject was brought to the forefront.
We hope this show helps salespersons, insurance managers and real estate brokers.
BUSINESS CREDIT RADIO is honored to welcome back Mr. Abe “Walking Bear” Sanchez, developer of the copyrighted Profit System of B2B Credit Sales and A/R Management. Abe was the Key Note Speaker at the 2013 World Congress held in Johannesburg, He has worked with many hundreds of Business Owners, CEO and senior business managers groups internationally including at Shakespeare's Globe Theatre in London. The endorsed Credit Consultant for STAFDA's 2800 members and PEI's 1600 members, he has spoken to over three hundred Vistage CEO Groups internationally. A founding member of the international PCCG, WalkingBear has authored hundreds of business articles, is a contributing columnist to The Wholesaler and Progressive Distribution Magazine, he is the author of Profit Centered Credit and Collections 1999, and is co-author of STAFDA's Foundations of a Business 2007. www.armg-usa.com.
BUSINESS CREDIT RADIO is sponsored by Commercial Credit Management Associates (CCMA).
A lack of teamwork between Operations and Sales hurts customer service, loan quality and creates a lousy work environment. Typically, teamwork breaks down because of leadership blind spots on both sides. In this episode, we discuss the common reasons teamwork breaks down and give you a 3 step roadmap to get everyone working together again.
Mortgage sales managers and branch managers that know how to build high performance sales teams can write their own ticket. In today's episode we look at what key strategies and skills are needed and why so many sales managers and branch managers don't possess them.
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