Book 7. Day 65: Objections

Frameworks give you agility in the heat of the moment to
shift your message to the unique situation and prospect.

A chance, to respond with something that is completely unexpected.

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

Link in the comments section

Have a great day!

GWC

The EOS system incorporates a powerful tool.

In order for a person to succeed in their role, they need to “GWC”.

G = “Get it”
W = “Want it”
C = “capacity”

⭐

GET IT:

The person needs to ‘get’ it. They need the smarts and insights to understand their role.

For example, the role of playing music. If a person doesn’t ‘get’ the music theory, they obviously should not apply for such a job.
Or, a person that’s into numbers and data should not apply for a job that requires solving emotional problems.

A person needs to have the innate ability for their particular role and responsibility.

⭐

WANT IT:

A person needs to want the role. It needs to fit with their dreams, aspirations, and long-term vision of themselves. 

It should be like a dream job that makes the person jump out of bed in the morning.

The more the person “wants” the job, the more well suited they probably are for the job.

⭐

CAPACITY:

A person needs to have the capacity and skill set to actually do their job.

If their job requires lifting 50 pounds of flour, they need to have the capacity and bodily muscles to do that. Or, if they need to compute numbers, they need to be able to do it.

The ‘G’ and ‘W’ is something that needs to be within you. You either have it or you don’t have it.

However, the ‘C’ is something you can learn and train for.

Every employee and team member needs to be measured according to the GWC.

There’s no use to force a fish to fly, or a monkey to swim. Everyone has their own unique strengths, weaknesses, talents, and skills.

The key is to figure out what the strengths/weaknesses are, and then do more of the strengths and less of the weaknesses. 

Then, we need to “Delegate then Elevate”. #EOS

Delegate your weaknesses and do more of the things you like to do. Thereby, you will elevate yourself, your productivity, your capacity to accomplish more!

Have you implemented the EOS system?

There’s No Quality Without Quantity + “Chatting Is A Bonus”

Business is all about building relationships.

Which begs the million-dollar question: HOW do you build the relationship, to begin with?

What do you do?
Where do you start?
What do you say?

Both introverts and extroverts wonder how to develop a relationship.

The truth is, that building a deep meaningful relationship only comes with time.

There is no quality without quantity.

Step number one:
All you need to do is call and call and call and call!

As Warren Greshes says, “Never stop calling. Only stop calling when they start buying, or when they have a restraining order against you!”

Step number two:
Prepare a script that you say to each prospect.

Something like this:
“Hi! I know your busy. I see your work out there and it’s great. If I can work only with guys like you would be amazing. I sell ABC and can deliver in X amount of days. Let me be your first second option. I’m here for you when you need ABC.”

Step number three:
Keep the call short and sweet. Stay focused on how you can help them. Keep it short, just two minutes is enough for that first phone call.

“Who can I help in your business?”
“Who are you doing business with that needs the kind of support that I can help you with?”

The initial calls do not need to be personal. You don’t need any questions like “How’s the family?” or “How’s the weather?”.

Just keep it short and sweet. “You’re busy, I am busy, how can I help you?”

Chatting is a bonus. Chatting on the first few calls doesn’t mean building a relationship.

Eventually, this call can lead to more calls which can lead to meaningful relationships.

Because there is no quality without quantity!

Book 7. Day 64: Objections

Prospecting RBOs are not unique.

There are a finite number of ways a prospect will tell you no.

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

Link in the comments section

Have a great day!

Reviewing the learning

What’s new?

We don’t always have to learn something “new”.

Sometimes, we also need to “review”.

Learning is all about reviewing it — and of course, doing it!

Learning without “doing” is not worth learning. 

We need to incorporate the lessons we learn. To become better people.

Sometimes, when learning something new, we feel good about it. We feel we accomplished something.

But, if we’re not actually doing what we are learning, it’s no use learning.

Becoming better needs to be in action, not in dreams.

Which book/podcast is something you listen to or read — again and again?

Stats for new LOs

Here’s what NEW loan officers joining the Mint Capital can expect:

TRAINING

I know I’ve mentioned it many times already, but I’ll say it again. The Mint Capital has the most rigorous training and support system like no other.
> Education
> Quizzes
> Hands-on test files all this information and training The Mint, takes our LOs from zero to pro within 45 days!

SUCCESS  

Many of our LOs have closed 10 – 20 loans within the first three months; while others have closed 20 – 30 loans.

INCOME

On average, our LOs earn $250k annual (after 2 – 3 years in the field). While our top performers earn $400k – $500k annually. 

Of course, everyone is different. There is no surefire way to success.

Success depends on one’s unique capabilities and work ethic. But, we help and train you to be able to perform to the best of your ability.

Mortgages are no child’s play. It’s serious business with rigorous training.

In reality, the mortgage knowledge never ends. Like when baking a cake, once you know how the basic ingredients like flour, water, eggs, salt, sugar work… you can bake many different cakes from the same ingredients.

So too, we give you the ingredients; we teach you all you need to know, and hold your hands while you bake the best cake you possibly can.

Book 7. Day 63: Objections

A brush-off is your prospect telling you to bug off nicely. “Call me next
month,”

The brush-off doesn’t feel as much like rejection. When you accept a
brush-off, your brain lets you off the hook.

You still have hope.

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

Link in the comments section

Have a great day!

How YOU Can Earn In The TOP 1% ??

Something Darren Hardy said got me thinking.

I listen almost every morning to Darren’s morning podcast. It’s inspirational and motivating with a positive vibe and great message. (Darren is a great guy, by the way!)

In his mini-series “How to gain an edge”, Darren explained the difference in energy levels between the 1% earners, the top 10% – 20% earners, and the rest of the 80%.

The one-percenters are always full of energy and mostly always on. They are not down too much; and if yes, not very long and not very deep.

That got me thinking.

One-percenters. Wow.
What does it mean to be at the one percent of the wealth?

So, I looked at the numbers, (Everything is public knowledge these days…), and I was shocked.

The nationwide average of one-percenters earn an annual income of $538,926 — and there are 1.4 million people in that tier!

That got me thinking.

Wouldn’t it be nice to pat yourself on the back and feel all accomplished and confident as one of the 1%? (Of course, to have financial security as well.)

If any of you (or me) would sit down and calculate your small box numbers:

How many deals do I need to sign to get to X amount of annual profit?

How many sales calls do I need to do daily to reach X amount of meaningful conversations?

How many meaningful conversations do I need to reach X amount of sales?

When you break it down into small box numbers, it seems so within reach. It’s so close.

And you CAN reach it! You are literally a few (daily) phone calls away from joining the top one-percent!

Meet you at the top? 

Rejection proof

It’s all a matter of tolerance.

It’s nice and hot outside, and some people are just getting ‘destroyed’ in a heat wave.

As my oft-repeated mantra goes, “We do NOT let the weather affect us negatively!”.

Whether it’s hot or cold outside, if you are uncomfortable, it’s totally an issue of tolerance.

The same applies to many areas.
Whether it’s the weather, the stock market, the customer complained, the person said, etc.
No one can have the power to make you feel negative.

As Eleanor Roosevelt said, “No one can make you feel inferior without your consent”.

Imagine a huge deep ocean with a ship sailing in it. 
No matter how wild the water. No matter how deep the water. No matter the size of the ship.
Even the stormiest ocean cannot sink the boat UNLESS if the water gets inside.

So too, all the negativity in the world should not have the power to sink your boat (your being), unless you let the water (negativity) in.

No one could sink your boat without your consent.

The water won’t get in because you have control over your disruptive emotions.

That, my friend, I wish for you!

Have a great day ahead. Enjoy the sunshine

🌞

Book 7. Day 62: Objections

People communicate with far more than words.

To truly hear another person, you must listen with all your senses—eyes, ears, and intuition.

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

Link in the comments section

Have a great day!