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Mortgage Broker News | 15 May 2013, 12:00 AM Agree 0
The skills for writing a contract are there with new agents, say brokers, but it is the crucial qualities that make a good salesperson which are most lacking.
  • Paul Therien - CENTUM | 15 May 2013, 10:46 AM Agree 0
    No matter what anyone says or thinks, ultimately being a broker is a sales job. Yes we provide advice to the clients, but you have to be able to sell affectively to make it in this industry. The truth is that anyone can take a mortgage application and submit it to a lender, that is not the hard part of the job. The best brokers in this industry spend most of their time generating business. It’s been said before but it is worth saying it again… sales is a contact sport. You have to get eye to eye, belly to belly, toe to toe with the consumer to make a sale. The more contacts you make, the more sales you get – and contacts are not just sending emails, face-booking or tweeting. Contacts are getting out there in front of the customer, shaking hands, having a conversation – no matter what anyone tells you people want contact, they want a relationship.

    If you are not successful it is because you are not putting the time needed into making those contacts to generate leads. CENTUM Canada offers an exclusive program, the Productivity Enhancement Process, that is proven to increase mortgage production by as much as 400%. Our most successful agents, in all of our brands, dedicate 2-4 hours a day strictly generating leads – they follow the PEP program. These agents are at the top of their game and they produce volume. If you want to be successful too, the answer is simple – contact as many people a day as you can.
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