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7 minutes | a year ago
Ep. 16: We Get What We Want by Asking For It
We often get what we want by asking for it Share your vision with other people 65% of goals are achieved this way Have a board of advisors you meet with regularly 95% of goals are achieved when you MEET with people Emotional Bank Account As long as YOU deposit into the relationship Good humans want to help other good humans Share your vision with the right influencers who Know, Like, Trust, RESPECT you and you’ll be greeted with success at some point in the future. And remember this.. you CAN’T be afraid to ask for things in life. You can’t sit on the sideline and HOPE good things happen. Be proactive and intentional. And the fortune is ALWAYS in the follow-up. The post Ep. 16: We Get What We Want by Asking For It appeared first on The Solopreneur Movement.
45 minutes | a year ago
STWT w/ John Sanders (Title)
The post STWT w/ John Sanders (Title) appeared first on The Solopreneur Movement.
33 minutes | a year ago
STWT w/ Jimmy Delay (Mortgage)
The post STWT w/ Jimmy Delay (Mortgage) appeared first on The Solopreneur Movement.
42 minutes | a year ago
STWT w/ Cheryl Braunschweiger (Mortgage)
The post STWT w/ Cheryl Braunschweiger (Mortgage) appeared first on The Solopreneur Movement.
6 minutes | a year ago
Ep. 15: 3 Things All Great Coaches Do
The post Ep. 15: 3 Things All Great Coaches Do appeared first on The Solopreneur Movement.
42 minutes | a year ago
STWT w/ Jen Du Plessis (Mortgage)
The post STWT w/ Jen Du Plessis (Mortgage) appeared first on The Solopreneur Movement.
39 minutes | 2 years ago
STWT w/ Christine Beckwith (Mortgage)
Christine Beckwith was born and raised in Meredith, NH the middle child of three girls. She would leave New Hampshire to pursue secondary education in Massachusetts in 1988, returning to the southern part of the state a dozen years later. While Christine set off pursuing a medical career, she would turn her sights on banking, catching the fever while assisting a Loan Officer in a small Massachusetts based credit union during her college years. In July of 2018 Christine celebrated her 30-year anniversary in the banking industry and would retire from direct employment into the now thriving coaching company she dreamed of and successfully launched in the fall of 2018. During Christine’s tenure in banking, she rose to heights breaking several industry glass ceilings and amassing notoriety and reward for her wins in the ranks of sales at all levels. She would become a leading sought-after speaker in her industry and still today travels through out the country speaking and inspiring those professionals who desire direction and motivation. Christine is a bestselling and award-winning author. Her book, Clear Boundaries became a best seller the day of its release. A modern day take on a safety book, emotionally dedicated to two murdered friends and coworkers of Christine’s, it gives professionals direction on safety from the modern-day aspects as well as classic safety tips. Her award winning, Los Angeles Best Book Finalist, Wise Eyes, is her personal story of her climb to success plus best sales tips was written over a decade and leaves the reader inspired and motivated to tackle any dream of a better future in the way of entrepreneurship. Christine has collected a treasure trove of awards, front page cover stories, magazine covers and the like in her banking career as recent as 2019 when she dawned the cover to Tomorrows Mortgage Executive Magazine where she was the feature story about the likeliness of her new company being a game changer and as that story unfolds she continues to collect awards for being an one of the most powerful Elite Women Leaders in Banking, The Most Connected, The Most Powerful and as we put the finishing touches on this book, awarded the #1 Women Owned business in Banking for 2019 by the National Association of Real Estate and Banking. If you ask Christine where she wants to be in ten years she will tell you her dream is to capture substantial coaching and training market share in the banking industry, fulfilling a need for better support in both categories and being a leader in the women’s movement to help advance female professionals to gain more traction, more seats and more protection from the violations that she has endured during her 30 year career. Christine will continue to write, teach and speak for the rest of her life she proudly proclaims, as long as she can and hopes to leave her mark in society in memorable and long lasting ways for decades to come. The post STWT w/ Christine Beckwith (Mortgage) appeared first on The Solopreneur Movement.
36 minutes | 2 years ago
STWT w/ Gavin Higashi (Title)
Our special guest today is Gavin Higashi, a top title rep from the Denver area. Gavin is a Colorado Native, born and raised in Arvada. He has been married to his beautiful wife Nikki for 18 years and is a father to two amazing boys. Evan 17, and Nolan 14. Gavin has worked in the Title and Real Estate Industry for just over 22 years. He has been awarded First American Title’s Circle of Excellence award 5 times. He attributes his success to amazing clients and incredible closing teams. Gavin also does Facebook live interviews on his “Gavin Higashi Life Notes” page to introduce his community to the positive stories of the people in our industry. The post STWT w/ Gavin Higashi (Title) appeared first on The Solopreneur Movement.
39 minutes | 2 years ago
STWT w/ Scott Hudspeth (Mortgage)
Scott’s career began as a loan officer in 2003 where he quickly soared to a top closer, closing up to 10 loans a month by his fourth month in the business. Within just two years in this profession, Scott was at the top of his game, closing $25 million in closed loans annually, helping his clients reach their potential and unlock the opportunities of a lifetime. At one stage, he closed 42 loans in one month, a huge number within the industry. Through his work, Scott has been instrumental in helping Success Mortgage Partners go from $170 million to over $1 billion in 3 years by having an amazing team and being relentless about picking up the phone. He now mentors loan officers across the country helping them to go from having a job in the mortgage industry to have a real career that means something. Scott is also the founder of Agent Mastermind The #1 REALTOR® growth system in the nation for loan officers and branch managers. Agent Mastermind was created to help loan officers create, keep and grow new REALTOR® relationship and close even more loans by training agents for you, by giving you as a loan officer something of value to help your agents stay up to date on the most powerful tools, systems, and strategies that are working in today’s industry. The post STWT w/ Scott Hudspeth (Mortgage) appeared first on The Solopreneur Movement.
9 minutes | 2 years ago
Go Where You Are Celebrated, Not Merely Tolerated
Fresh off speaking at MDRT Edge for North America, which to date is one of my favorite speaking experiences. I’ve been on stages all over the country but this one was just different. So, I asked myself a simple question: why was it different? And the answer came to me immediately… Because I was “celebrated” before, during, and after the event. I didn’t feel like I had to “convince” the audience I was good enough. So, naturally, the next question I asked myself was, “how do I get more experiences exactly like this one?” I assume you’ve had similar conversations with yourself of maybe need to be reminded of this so I want to give you permission today to go where you are celebrated and not merely tolerated. But to also give you tangible ways to do this. 1) What people and things in your business are energy compounding vs. energy-draining? – Only get so much positive energy – Can you outsource the things you don’t enjoy or can you “fire” the clients who you don’t enjoy? 2) Who are your favorite clients and how did you land them? – Confidence is the memory of success. – Multiply those customers by ATTRACTING them. – What traits do they possess? – Instead of playing “down” can you “play up” and get more of the clients you enjoy while simultaneously not competing as a commodity who has to “convince” people you’re good enough. The post Go Where You Are Celebrated, Not Merely Tolerated appeared first on The Solopreneur Movement.
29 minutes | 2 years ago
STWT w/ Joey Abdullah (Mortgage)
The post STWT w/ Joey Abdullah (Mortgage) appeared first on The Solopreneur Movement.
11 minutes | 2 years ago
Ep. 13: Overcoming Call Reluctance in Your Follow-up
One of the biggest challenges for solopreneurs, especially early-on, is confidence in their follow-up. 90% of salespeople go three or less attempts in their follow-ups. And those attempts don’t have a call to action or a “touch with value” that gets the prospect to MOVE. Let’s breakdown the three components to help you strengthen follow-up and to overcome call reluctance. Part I: Fight Club Mindset Here’s the mindset I’m in AFTER I convert a suspect to a prospect to increase my confidence in the follow-up process. Do they fit MY opportunity filter of somebody I WANT to do business with (buyer vs. seller mindset) Are they going to use someone in my industry? Am I just as good, if not better, than anyone else? If the answer is YES to all three then it’s my duty to FIGHT to earn the business. The first step of the follow-up is to make sure the person you are talking to is worth fighting for in the first place. Part II: Get TOUGH in the Sales Cycle In sales, we could make the case that 95% of this is a mindset. That’s no different in your follow-up. Especially when it comes to picking up the phone and calling someone who either isn’t expecting your call or doesn’t necessarily have time for you to interrupt their day. But here’s the thing, they have a need/want for what you are offering, and you can solve their problems. Most people just need to get tougher in the sales cycle. You positive energy has to be greater than the negative energy you’ll face in a day. Where does that negative energy come from? Your own thoughts (negative self talk) Other People (Have to be ready to overcome their no) Other Things (Move in the opposite direction of the world’s negative pull) I’m giving you permission to get tough in the sales cycle. Some will. Some won’t. But so what? I’d much rather lose business for being “aggressive” than for sitting on the sidelines. It takes 7+ touches 80% of the time in a 90-Day Cycle to earn the business. Part III: Why Poor Follow-Up? Professionals get paid. Period. Follow-up is one of the most important components of the sales cycle. Then we are we so pooor at it? Didn’t follow-though on something in the first place Don’t want to be a “nuisance” Don’t have anything of value and we know it So in conclusion, remember it’s your duty as a sales professional to fight to earn the business. If you truly believe in your products or services and have the best interest to help other people then you have to go the distance in the sales cycle. Be sure to check out our free download on our 10-Touch Fight Club Follow-Up at www.10touchfollowup.com. The post Ep. 13: Overcoming Call Reluctance in Your Follow-up appeared first on The Solopreneur Movement.
36 minutes | 2 years ago
STWT w/ Laura Brandao (Mortgage)
Laura Brandao is president of American Financial Resources, and the driving force that has catapulted AFR to the top of manufactured home, one-time close, and renovation lending in the U.S. A skilled mortgage industry executive with more than two decades of experience, Bandao seamlessly rolls out new specialty products based on market demand, and is a sought-after speaker for industry events – heralded as a champion for brokers, builders and other partners – where she shares her infectious passion for independent mortgage experts and bringing more families home. Under Brandao’s leadership, AFR has introduced an impressive range of innovative value-added solutions for clients, from technology to professional expertise and convenient education opportunities. Free AFR university training and certification allows clients to become AFR certified, at their own convenience, in unique loan programs for manufactured housing, renovation lending and one-time close construction. Brandao worked with the Department of Veterans Affairs to expand the guidelines on their VA Renovation Program, designed to help the men and women who serve our country repair or upgrade their home with low rates. The post STWT w/ Laura Brandao (Mortgage) appeared first on The Solopreneur Movement.
40 minutes | 2 years ago
Ep. 12: How to Do More in Less Time
The post Ep. 12: How to Do More in Less Time appeared first on The Solopreneur Movement.
16 minutes | 2 years ago
Ep. 11: What is Your FREE Prize?
What is your FREE prize? How can you Package & Sell Your Special What’s Your Personal Tagline (Life Motto) Turn your BELIEFS into Money Overview: #1 question we get asked in sales (what do you do for a living) Most people commoditize themselves in the very first 3-5 words That’s because we see that question as an obligation rather than an OPPORTUNITY Gone through as much SCHOOLING as anyone but was never taught how to find, package, and sell my special inside the classroom. Part I: Find Your Special What do you believe Based on unique PAST Uniquely YOURS Stop comparing yourself to others… Spent my 20s trying to “find” my special and biggest problem was I compared myself to my mentors and disciples (emotional cancer) Personal Story about Burt Personal Story about Larry Kendal, Cardone, Tom Ferry Part II: Package Your Special Free Prize Intangibles What is a “free prize” What are “intangibles Examples: My Free Prize (STORY) Have to believe you have something incredibly valuable to offer this world It’s not that you aren’t really good, it’s that not enough people know it yet 6-Parts of an Opportunity Statement BONUS: Free Download Part III: Sell Your Special Course in Confidence Can’t SELL the cookware if you don’t buy the cookware Why is this important? People do business with those they know, like, trust & RESPECT… The opposite of boring is interesting New-Age Carnegie and Simon Sinek To sell is human Storytelling dates all the way back to the stone-age Conclusion: Why is this so important? Attract the RIGHT people and repel the WRONG people based on your beliefs Do the heavy-lifting to know what you believe and marry it with your unique STORY The post Ep. 11: What is Your FREE Prize? appeared first on The Solopreneur Movement.
31 minutes | 2 years ago
STWT w/ TJ Lile (Mortgage Insurance)
Spend time with talent interview with TJ Lile at National MI! TJ gives you an in depth look at his mindset, how he came to be and how he conquers adversity and turns it into opportunity in his business! The post STWT w/ TJ Lile (Mortgage Insurance) appeared first on The Solopreneur Movement.
26 minutes | 2 years ago
Ep. 10: How to Build, Maintain and Protect Your Confidence
How to Build, Maintain, Protect Your Confidence I‘ve talked to A LOT of people lately who have told me they are on the verge of a burnout. Over the past decades I’ve had the pleasure of coaching THOUSANDS of people all over the world, and am just figuring out that 99% of this is mindset. Today, we’ll talk about the ONE thing that affects everything which is your CONFIDENCE. Confidence is just ENERGY moving in one direction or the other. It’s either moving in a POSITIVE direction or a NEGATIVE. Confidence is really just momentum… We see it ALL THE TIME in sports. When you have momentum, you think you are a lot better. When you DON’T have it, you think you are a lot worse than you are. Let’s give you a COURSE in CONFIDENCE today and help you BUILD IT. MAINTAIN IT. PROTECT IT. Confidence Build Confidence Whether you’ve had success and fell from the graces or you are starting something new or simply just trying to get started we’ve all had to BUILD or REBUILD confidence… No matter how small learn how to LEVERAGE small victories into bigger victories… Confidence is the memory of success. So we have to help you get some EARLY, EASY wins to help you BUILD it. Mini, PRIVATE victories will ALWAYS precede major, PUBLIC victories. Develop a plan for your success. What DAILY activities will help you? What obstacles will you face? Begin with the end in mind… Know WHY you want it. It’s easy to act when we get INSPIRED but what happens when you’ll need to be the DRIVER of your motivation? Maintain… So you start having success through daily routines and habits and get momentum the question is how do you MAINTAIN that momentum? The key is to not become complacent. Success isn’t something you OWN is something you rent and rent is due every day. Every day in our CURRENT role is an interview for our next role… Put a PLAN in place (begin with the end in mind). Clarity as to WHAT to do and HOW to do it. Most importantly, WHY you WANT to do it. Be in CONTROL of your future. What daily benchmarks, routines are you consistent to? Work in your VOCATION not your ”occupation” Vocation = VOICE/CALLING Occupation = Occupies your time III. Protect… Why do you have to PROTECT your confidence? It’s not a matter of “if” you face rejection or disappointment but a matter of WHEN! How to handle fear, rejection, disappointment or “failure” I’ve heard the expression there’s no such thing as rejection and I don’t necessarily believe that’s true. But FAILURE.. failure isn’t a BAD thing We always want to attach an EMOTION to something that goes “wrong” Frustration is just MISGUIDED enthusiasm… it means that you CARE People will let you down. Other THINGS will let you down. Heck, even your own EMOTIONS will let you down… so that’s why we MUST protect our confidence EVERY DAY… Gratitude & Affirmations Intentions Actual 1 vs. Actual 2 (Progress Over Perfection) Measure success weekly BONUS: Mini-Vacations Inspirational things happen in inspirational places Every 12 weeks take a “mini-vacation” and go somewhere that REJUVENATES you It almost ALWAYS takes longer than you’ll think… The post Ep. 10: How to Build, Maintain and Protect Your Confidence appeared first on The Solopreneur Movement.
26 minutes | 2 years ago
STWT w/ Bryce Babcock (Insurance)
Spend time with talent interview with Bryce Babcock from Farmers Insurance! Listen as we dive deep into Bryce’s insurance business and how he came to be one of the top producers in Farmers! The post STWT w/ Bryce Babcock (Insurance) appeared first on The Solopreneur Movement.
10 minutes | 2 years ago
STWT w/ Joe Massey (Mortgage)
Interview with the one and only Joe Massey, Senior Loan Officer at Castle & Cooke Mortgage, LLC. Joe covers how you can get more referral partners, using the right mentor and growing your business the RIGHT way! The post STWT w/ Joe Massey (Mortgage) appeared first on The Solopreneur Movement.
9 minutes | 2 years ago
Ep. 9: Are You a Sales Challenger?
How to be a CHALLENGER to Increase Sales We’ve all heard that people do business with those they know, like, and trust. This message has been around longer than we’ve been alive. But did you know that people actually do business with those they RESPECT as much as any other trait? This is according to a Harvard Business study. Where does respect come from? To me, it’s showing that you’ve been BATTLE-TESTED Definition: having experienced and been toughened by battle To me, being battle-tested means you have unique experiences and struggles that you’ve personally overcome. You have scars (emotional & physical) that gives you an edge. I believe newer or younger salespeople can STRUGGLE with sales early on because when they get objections or pushback i.e. challenged they don’t have the CONFIDENCE to overcome objections or PUSH right back… Most people believe that in sales the relationship-builder is king. However, one of the largest studies on salespeople ever recorded disproves this (The Challenger Sale). 40% of high sales performers primarily used the challenger style. Only 7% of top performers took a relationship-building approach (the least effective of the five styles according to this book). To CHALLENGE people, you must know that you are the EXPERT. Have supreme confidence that you are good at what you do. The Challenger Sale: A sale in which the rep teaches the prospect something about their business, tailors their pitch to resonate with customer concerns, and takes control of the sales process. Loves to debate or push customer Strong understanding of the customer’s business. Knows the customers value drivers Is comfortable discussing money. Offers a unique perspective to the customer. The analogy I personally enjoy the most is what’s the first thing you do when you get onto a rollercoaster? You test the harness to make sure it’s locked… I believe sales is very similar with many big-time prospects. They will CHALLENGE you to see if you are an expert. When you’ve been battle-tested you aren’t afraid to: Teach others new or valuable information because you have experienced it. Tailor the sales pitch to resonate with the decision-maker’s hot-button issues (money changes hands when problems are solved) Take control of the discussion around pricing and challenge the customer’s thinking around the problem. You can say almost anything to anyone, depending on how you say it… The next time you’re challenged don’t be afraid to stand your ground and challenge right back. But in order to do this.. you need to be battle-tested and challenged before. There’s only one way to do this, through unique experiences. Sales is a contact sport. Get in the action. Go for no. Some will. Some won’t. But so what… The post Ep. 9: Are You a Sales Challenger? appeared first on The Solopreneur Movement.
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