*FULL Library of MLO content is reserved for members of the TLOP MLO Coaching Community ONLY
Become A Member Today!
To gain access to ALL of our Training Videos, Scripts, Courses, and HOURS of recorded Live Calls (led by DO & YOUR TLOP Coaches) click below:
Or if you’re not quite sure that we’re a good fit for you, let us offer you a FREE Business Consultation & tour of TLOP’s Training Platform.
In this video, DO discusses the three-step sales process, in which he has learned over his 20 years of experience in sales. The steps are as follows:
- Engagement: The salesperson must first get the counterparty to engage with them, which may take up to seven attempts. This can be through returning voicemails, replying to text messages, or responding to social media posts.
- Pitch and Present: Once engagement is established, the salesperson has the opportunity to pitch or present their product or service. This can be done over the phone, face-to-face, or via a video call. The goal is to get to know the prospect and allow them to get to know the salesperson.
- Follow-up and Close: After the presentation, the salesperson may need to follow up one to three times to circle back on the initial presentation and ask for the business.
Key Takeaway:
DO emphasizes that sales professionals, especially mortgage loan originators, should not expect to engage, pitch, and close in a single meeting or attempt. Instead, they should view the sales process as three distinct steps, each requiring multiple attempts to achieve the desired outcome.
Leave a Reply