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Engage and prosper in today's economy and funding environment. There are still plenty of opportunities for brokers today, they're just not the old opportunities and they won't be capitalized on by old style thinking or selling. In this NEW Audio CD of our popular E-Course, learn the thinking and specific sales and marketing ideas it will take to Move From Product Sales to Solutions Selling in today's market. 
Click here to order, ships in 24 hrs! (Link will open in a new window for secure online ordering) Turn your drive time to change time! Take your business to the next level while responding effectively to the unique challenges today's funding economy and funding enviromment present by moving from a product selling model to being a solutions provider for your customer. The traditional broker/funder relationship which has underpinned our business for many years is actually counter productive in today's challenging credit markets. This four part program will show you why that is and give you the specific knowledge you need and steps to take to move beyond it and capitalize on the abundant opportunities that do exist today. Moving from product sales to solution sales is the key to adapting in today’s economy. Is your funding source list shorter today than it was just a couple of years ago? Am I kidding? Of course it is. Is anybody’s list not shorter? I need more funders! I need new funders! These are the cries heard throughout our industry today. The tightening of the traditional commercial credit markets and the flight of so many underwriters from the broker marketplace has dramatically changed the face of the finance brokering business today …and for most brokers it hasn’t changed it for the better. Well, I’ve got good news and bad news about that. Let’s start with the bad news. As an individual broker, your ability to control that is minimal and waiting around for your favorite sources to re-activate and re-enter the market is costly and bordering on suicidal. It’s putting the future of your business, your success, completely in the hands of other people, people whose interests are not, necessarily, aligned with yours. That’s kind of been the history of this business and how’s that working out for us today? But I said there was good news, too. The good news is that the impact on our individual businesses of so many funders leaving our industry is largely of our own making. Hey, Egan, I thought you said it was good news?!?! Well, that is good news. It’s good news because anything that is of our own making we can change by ourselves. We don’t need to be anywhere near as dependent on traditional funding sources as we traditionally have been if we’re willing to change how we work and what we actually sell. In other words, we don’t have to wait for the marketplace to change; we can change how we approach it. We can do that right now. When we do, we’ll take control or our businesses back and, rather than wait for the funding sources to adapt to today’s market, we’ll adapt. We’ll adapt a more effective sales model able to take advantage of a broader range of solutions to bring to our customers. Will this be easy? Yes and No. It’s not particularly difficult, but change requires …well, change. Frankly, most folks reading this won’t be willing to do that. Statistically, about half the population would rather stay trapped in the rut they’re in and complain about it than to climb up and look over the edge for a way out of it. Another third or so of the population will want to change so they’ll give it a ‘try’ but they won’t actually commit to changing. The fact is, you can’t ever climb out of the rut if you leave one foot firmly planted where you are. They want to, want to change, but won’t ever make a commitment. It’s fairly easy to climb up and put the first foot over the edge, but you’re not committed –and won’t actually get anywhere- until you lift up the back foot, too. About twenty percent of the population, however, will do that. They’ll see an idea that makes sense, that they believe will solve their problem or create an opportunity for them, and they’ll learn it, commit to it, run with it and be successful with it. For that group, I’ve created a four part mini-course about how to make this change. It’s a change from product to process, from selling finance to selling solutions, from focusing on the funding sources and their rules and rates to focusing on what the customer actually wants to get done and opening their mind ---and our own minds--- to more possibilities for making it happen for them. The four sections discuss: - Why the traditional broker-funder model is so product centric and what a more effective model would look like.
- The three sales skills it will take to make the change to selling solutions.
- How we should be selecting our partners …and it’s not rates, points or approvals!
- Marketing and lead generation for maximum productivity.
Order the Audio CD version now! Turn your drive-time into CHANGE-TIME or create powerful sales meetings! Click here to order! (Link will open in a new windoe for secure online ordering)
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