Nobody wants to lose

“Nobody wakes up wanting to be a loser.” (Darren Hardy)

No one chooses to screw up.

It’s an occurrence that happens with the daily act of living.

Hundreds of tiny choices are made that push us towards winning or losing. 

Winning or Losing. 

Dr. William James gives a great idea for self-help. 

  • Check-in on yourself every hour, every day.  
  • Track yourself for a couple of days, weeks, months.
  • Ask yourself:

Am I following up on my phone calls, emails? (Win)

Am I on my game with my commitments? (Win)

Am I eating that extra piece of cake? (Lose)

Am I making choices towards Winning or Losing?

What’s your strategy for keeping on track?

Book 7. Day 91: Objections

Salespeople seek out closing techniques with the same fervor as
Crusaders on the search for the Holy Grail.

But like those ancient knights,
their search is futile because they’re looking in the wrong place.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Book 7. Day 90: Objections

The three-step process focused on helping you fulfilling the micro-statements objections.

3.) Ask Again!

Once you’ve explained the value of your micro-commitment request, ask again.

Right back at the discipline of asking.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Keep a gratitude journal #1

My friend Avi saved my life.

A few years ago I had a really rough time. I was pretty much down in the dumps.

A good friend of mine, Avi Hershko, called me up and said: “Lou, you want to see open miracles? Start keeping a daily log for just 40 days, of 100 things you are grateful for and you will see open miracles!”

I took Avi’s advice and I kept it up for about 100 days.

Let me tell you. It WAS open miracles. It literally saved my life then.

Let me backtrack a little and say that keeping a gratitude journal at a time when one is in personal or emotional pain is a real challenge.

People going through very, very hard times have a problem finding the good and giving thanks.

I understand that it is hard. Therefore, I want to help you.

In the following posts, I will show you how we can be grateful for so many wonderful things we have in our life.

Follow me on this journey. Let’s be grateful. Together.

Follow my hashtag #LouLandau to see it in your feed.

If any of you have questions about a gratitude journal, please do not hesitate to comment or DM me and I will be glad to answer any questions.

LO is a long term career

Hang On For The Ride…(It’s worth it!)

Loan officers are in it for the long haul. It’s not an opportunistic career. Rates are currently low, creating quick business.

However, it’s still a long-term investment. 

There’s this natural growth cycle that takes place:

Satisfied customers refinance with the same loan officer every five to seven years.

They then send three to five referrals a year.

Those same clients buy more houses or refinance. 

We train our loan officers to build their networks by following:

Leads from family and friends 

Referrals from ongoing  leads 

Relationships are developed through business partnerships.

Respectable business owners and salespeople typically earn 150K. 

Loan officers who are in it for the long-term earn (after a couple of years) 250K.

This is a job that requires a commitment of time.

You’ve got to be in it to win it. 

Are you the type who looks at the long-term perspective in business?

Book 7. Day 89: Objections

The challenge for sales professionals is knowing which next step to ask
for based on where you are in the sales process…

Micro-commitments—small steps are easy to get stakeholders to say yes.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Book 7. Day 88: Objections

The three-step process focused on helping you fulfilling the micro-statements objections.

2.) Explain the value

Once you explain the value in a way that they understand, they’ll agree to
the next step.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Summer weather

Good morning, my friend!

What a beautiful, beautiful sunny summer morning!

There is so much to appreciate and enjoy in the warm summer weather.

Although it’s a little hot, there is a lot to enjoy about it.

Summer brings out the warmth,
the kindness,
the expanse,
the vastness,
of the world.

Use your summertime wisely. It’s always a good idea to use what you have in front of you, and not to dwell on what you don’t have in front of you.

Make yourself happy with what you have. 

“Who is rich? He who rejoices with his lot.” (Avos)

Right now, it is summer. Let’s enjoy what’s left of the summer season!

Make it a great day ahead!

Book 7. Day 87: Objections

The three-step process is focused on helping you fulfilling the micro-statements objections.

1.) The purpose of the ledge statement is to give your logical brain the millisecond that it needs to catch up and gain control of the disruptive emotions

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Listening

How many ears does a human have?

Two. Right?

And how many mouths does a human have?

One.

We should learn to listen and talk according to that.

We have two ears for a reason. To listen.

As a salesperson, you should listen (to your prospect/client) 85% of the time, and ask questions the rest of the time.

When you are really listening, you show the prospect that you are in tune and at the same pace as them.

These are some “DOs and DON’Ts” of salesing:

DO:
Be gentle.
Be calm.
Make them feel safe.
Genuinely show that you listen and you care.

DON’T:
Be pushy-pushy.
Cut them off in the middle of talking.
Jump in to dispute what they are saying.

Listening is an art. Learn to do it the right way.

Happy salesing!