You're Not Too Old to Change!

The biggest complaint I hear from Sales Managers is that their Sales Team have "Old Timers" that won't embrace the new technologies that are impacting their business model!





I say "nonsense!" because in most cases, these Oldies, but Goodies aren't being introduced to social media and their technologies in the right manner. They need to be trained!





These Senior Account Executives have the perception that change is pain, but ironically it makes their sales performance effective; painless; and actually more fun!





Let me give you a quick example:





Cold Calling:
Drive up and down the interstates fighting the traffic & weather. Then enter the office and deal with a receptionist (gatekeeper) and find out the person your looking to meet is not there. After a good seven hours of this, you're lucky if you were able to have one productive meeting and your car needs gas!





vs





Virtual Sales: Go onto Linkedin and/or Facebook and start accumulating connections, get their emails and build your database. Before you know it, everyday you're making
hundreds of touches with key people in your sales community. Using the correct marketing campaign will then put your productivity on steroids!





Interpersonal relationships are still important, but let's face it, the second scenario make more economic sense. So please find the time to introduce these valuable Jewels on your Sales Team to the New World of Social Media and show them that it can and will be exciting!

HARD NEWS! Your Sales Model is Broken

Many of the Mortgage Executives I meet as a sales consultant and trainer haven't recognized the "Hard News." Their Sales Teams are operating inefficiently and quietly being victimized by enhanced marketing techniques driven by the social media world!

Most among us really don't understand the dynamics of prospecting in the virtual communities created by Facebook, Twitter, Linkendin, & FourSqueares!

I realize interpersonal relationships will never be replaced, but leveraging communications techniques are the way to add steroids to your marketing playbook.

Your Lunch is being Stolen!! Research these new marketing approaches and to simplify or rationalize that is just because of the Housing's Great Recession is naive.