In this episode Chris and I discuss how are the mortgage rates affected by the bond market.  We need to understand how our financial system works so that you can make a better decision with your dollars. One questions remains, are you beating inflation or not?

How to overcome the challenges that sales professionals are facing in this market. Here are a few steps to help you. Let's listen in!

Episode notes:

• Appointments leads to contracts and sales 

• How to get over the fear of calls? Make 300 calls a day
• How would your life be different if you can generate consistent appointments with your leads?
• How many appointments are you going a week?
• What’s the most you can handle while still providing your best?
• If you can go 2-3 appointments a day how would your business and personal business be different?
• Success in sales is about getting in from of the right people 
• The phone is the Robin to your Batman- is what will make your goals become a reality 

Here’s what to do to be on your way 

• Get a buddy to keep each other accountable 
  • Goals are not gonna create themselves. Accountability 
  • Listen to each other on the phone
  • Make each other better
• Pay attention to your environment 
  • Get out of the house to increase productivity 
  • Be in a high energy place
  • You feed of the energy 
  • Make sure your environment is organized 
    • Don’t get distracted and find yourself cleaning up 
• Be in a stand up position 
  • Half of your enthusiasm is how you move your body
  • Puts in a powerful state  
  • Your not slouching 
  • Your more animated 
  • More engaged with your client 
• Know your script
  • Part of your fear is not knowing what to say
  • Knowing what to say projects confidence 
• Have your goals in front of you
  • For me is Kobe, he represents discipline and hard work
  • My kids 
  • Connect with your purpose  
• Play your soundtrack
  • Music creates emotion 
  • Make it fun
  • Creates energy
• Smile while your talking 
  • 
    
• Warm up
  • Call your oldest leads first. If your gonna mess up, mess up with your coldest lead before moving on to your hottest ones
• Try different methods of follow up- calls, texts, Loom video, WV, CH, 
• Build Rapport 
  • Know, like and trust 
• Become a good listener 
  • This leads to you asking better questions 
• Learn to ask the right questions
  • Slow your brain down and listen
  • Most of time you can pick up on queues that lead to the next question 
  • Focus on becoming a better communicator 
• Match their tone 
  • If they speak slow
  • If they are quiet 
• Have a good opener
  • I have some good/bad news
  • I’m sure you’re aware
  • Switch it up 
• And of course ask for the appointment 
  • The majority never do
  • Most people come into the industry without any sales expirience and stay that way  
  • Learn to be a phenomenal closer

Beats by: 7&Nine and Shakambo