• Log into The Dojo
  • Home
  • Frequently Asked Questions (FAQ)
  • Services

TheSalesNerds™

Everything you ever wanted to know about Sales!

The Sales Nerds are proud to present our latest book! Get your copy today!

  • Home
  • About Us
  • Blog
  • Sales Skills and Tips
  • Book Reviews
  • Sales Leadership
  • Contact Us
You are here: Home / Mortgage Sales / LO Motivation to Perfection – Guest Blogger, Mitch the Mortgage Guy Lobban

LO Motivation to Perfection – Guest Blogger, Mitch the Mortgage Guy Lobban

May 4, 2017 By Sundance Brennan 1 Comment

Spread the love
  • Tweet

Motivation to Perfection 

 

mitchOver the years, I have met many bankers. Some killers and some wimps. The killers or the closers, to be more accurate have worked on perfecting their craft not only on the phone but in any opportunity presented. They usually are the ones at the top of the production reports and usually the ones you compare your paychecks too. Those closers that are bringing in serious money did not get to that point in life just by mere luck. They worked for that money and on the daily, continuously work for it. These bankers, some with years of experience and others not as much, have the loan origination process down and can do it in their sleep. I am not just talking about a 1003 application here folks. I am talking about a banker taking a clean 1003, presenting terms to a borrower, handling objections before they even appear, asking for the business multiple times, and closing the deal.

 

These closers have put in the time on the phone, in front of a mirror, on the drive in and from work, in front of their spouse and kids. Constantly practicing to perfect their craft. I encourage each one of you reading this to take 15-20 mins each day and practice away from the job. Practice presenting terms to a borrower with mass benefits. Practice presenting an option to increase a monthly payment by $300 and save over 250k over the life of the loan. Practice presenting an option to pull equity out of a home to consolidate debt. And after you practice pitches, ask yourself this… “Would I buy what I just presented?” The people in this role who do not want to practice or stay coachable are the ones who wash out very quickly and don’t last.

 

Me personally, it took me awhile to believe in practicing outside of the office. I always would tell myself in the beginning of my career, “I just spent 9 hours on the phone talking to people. Don’t need no practice.” “I mean we’re talking about practice. (A.I)”

 

Sundance showed me a Grant Cardone video the first week of our time together at a prior employer and I kid you not, I think I fell asleep during this video. It was dark after lunch and I was 5 mins into my mortgage career when Sundance showed our team this video. If I had seriously listened and was more open to other sales guys in the industry I would have grown and progressed 10x faster than where I currently am in my career. Do not make that same mistake. Listen to the greats any chance you can to improve on our craft.

 

There is not a cap in our industry on income people. I thought maybe listening to others that have accumulated serious wealth would not be such a bad idea seeing how all of them were balling and not on a budget.  I suggest you all download the app Audible through amazon, download a book by one of these guys here and listen on your way to and from work. I have done this for some time now and I have realized that there is not a perfect sales process but by listening to each one of these guys I have taken a tool or verbiage from each of them and used it to try and perfect my skill here doing what I do each day.

 

-Sundance Brennan

-Grant Cardone

-Jeb Blount

-Zig Zigler

 

Let’s not forget something here people. WE ARE SALES! This is a “What have you done for me lately or this month?” type of job. It is what it is. Accept that fact and begin to harness your inner banker to strive to be better than the person next to you. When you left that person in the dust, set your eyes to become the number 1 banker on your team. From there how about the entire office? Then maybe the entire company. Stay hungry and I promise the money piece will come as you grow and get better each day.

Find Mitch at-

https://www.linkedin.com/in/mitch-lobban-b1619b78/

 

 

Filed Under: Mortgage Sales, Sales Skills and Tips, salesfu Tagged With: Call Center, Mitch Lobban, Mitch the Mortgage Guy, Mortgage Sales, sales, salesfu, SalesTip, success

Comments

  1. Abell@peakperformancesalestraining.us says

    October 25, 2017 at 4:13 am

    Very well written and well thought out article!

    Reply

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.

The Sales Nerds Newsletter

Sign up to receive sales tips, humor, blogs and discounts on our products!

Subscribe-

Your email is safe with us.

  • Email
  • Facebook
  • Instagram
  • LinkedIn
  • Twitter
  • YouTube

Today’s Mission: Get Rid of the Phrase “Fake it till you make it” Click to watch the video! In the world of sales, we need 3 things: 1 – A Product or Service to Sell Everyone who wants to sell needs to have a product or service to sell. Of course, you can’t expect to […]

There are only 3 things you need in order to be successful in business.    #1   A product or service to sell. #2  People to sell it to. #3  The skills to ask them to buy.   That’s it. You need something to sell, you need an audience and you need to ask them […]

Everyone wants a promotion, but not everyone knows how to get it. I’ve solved that problem for you with 5 little steps and they actually mirror my standard sales practice. In essence, getting that promotion is just like closing that big deal. If you can sell, you can get promoted.   Step #1 – Be […]

If so many of us want to increase our influence, then why are we so bad at persuading others to see our point of view?   Everyone has opinions and everyone is trying to sell them. If you are vegan in Dallas, an actor in L.A., or pastor in Detroit, you are trying to sell […]

Has technology really helped us to close more deals? I don’t know how many extra transactions I’ve closed because of technology, but I do remember the first one that I lost because I didn’t have what my competitor did. Flashback to 2005 and I was still working with a Motorola pager. Side note: For those […]

Reserve your copy of “The Art of SalesFu” Today!

Tags

Book Review Call Center Closing Mitch Lobban Mitch the Mortgage Guy Mortgage Sales objections persuasion sales salesfu Sales Leadership Sales Tip SalesTip Sales Tools success sundance brennan

How Strong is Your SalesFu?

Recent

  • Fake it till you make it!?
  • The only 3 Things you need in order to be successful in business.
  • 5 Steps you need to take in order to get that big promotion!
  • 3 Reasons Why You Fail to Persuade
  • Technology – Friend or Foe?

Search

Tags

Book Review Call Center Closing Mitch Lobban Mitch the Mortgage Guy Mortgage Sales objections persuasion sales salesfu Sales Leadership Sales Tip SalesTip Sales Tools success sundance brennan
Copyright © 2023 www.thesalesnerds.com