Few would argue the statement “its time to get good or get out” in the mortgage industry. The shift in the economy has forced everyone in the industry to become more strategic, better prepared, and better skilled. Seventy-one percent of today’s mortgage professionals have entered the business within the last 5 years. In simple terms, most people in this business have no idea what it takes to build and sustain a successful business. For a large portion of the remaining veterans, they stopped prospecting and started taking orders. As in any profession or discipline, when you stop practicing the fundamentals, you lose skill, and most importantly momentum. Numbers will drop with agents and companies following.

Now the question becomes, “what do people need in this business? Do they need golf tournaments? Coffee mugs? Dinner coupons? Or do they need training?” If you are searching for a way to grow market share with your existing customers and most importantly gain new relationships, sponsoring a “Sales Elite” seminar is the best way to provide the value mortgage professionals seek and are in critical need of.

• The Realities of Today’s Mortgage Professional
• Competition, the boom in agents
• Running a business like a business
1. Your business is not predictable and duplicatable, WHY?
2. Running a business that is duplicatable, with balance in your life!
• Running a business like a business
1. Blame and excuses will paralyze you
2. Setting new standards for you and your business


• The Attitudes of “The Elite”
• “Doing what you know” versus knowing “what to do”
1. Fear, Walls Comfort Zones
2. Most people like to do what is fun and easy versus what is hard and necessary
• Self esteem and the impact it has on your business
1. What is the Self Esteem of today’s elite mortgage professional, how do they think?
2. How do you change your thinking to create a better business, a better life?
• Habits: Good or Bad, are very difficult to break
1. Understanding your habits and how you have been conditioned to run your business
2. Breaking bad habits
• The Principal “Law of Cause and Effect”
1. What does this law mean to you?
2. How to the best in this business leverage this law?


• Business Planning
• 94% of all sales professionals have no business plan
• Creating a winning business plan


• Goal Setting
• Without a purpose, you will never realize your full potential
• Creating a life with clarity
1. Lack of clarity causes paralysis
2. Clarity creates focus


• Skills: What are the skills of “The Sales Elite ™”
• The Sales Process
1. Creating a easy to duplicate strategic sales presentation
2. Your words, your personality into a highly effective model
• A “Pre-Lending” Package


• Prospecting
• Developing a 100% Referral Business
1. The golden egg versus The Goose That Lays Golden Eggs
2. How to effectively stay in touch with past clients
3. How to leverage personal relationships
4. How to successfully establish new relationships with realtors and builders
• Communication
1. During the entire process
2. Research shows that communication is the #1 complaint