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FCC issues final rules on junk faxes

National Mortgage Professional
Sep 26, 2006

The mortgage motivator: Use your sense!Ralph LoVuolo Sr., CMCmarketing, relationship selling During a recent national meeting of training specialists, human resource managers and others interested in the subject of training, Dr. Charlotte Milligan Ph.D., a doctor of psychology, expounded on the subject of learning as a means of helping salespeople obtain more business. Learning is the first step to teaching, a necessary step to assisting those we call on for business. If we are able to help those we call on to do their job easier, we build friendships and thereby establish a more meaningful and profitable business relationship. One of the more pressing and annoying things that salespeople need to confront is the daily ream of information that crosses their desks. This is the devil to the real salesperson. Learn? Me? Why? I'm a salesperson, I sell! Of course you do, but if you don't learn about what you sell, then you'll fall behind those who do. Selling in the relationship sense requires a certain style of action, a certain way of presentation. It may seem obvious, but the salesperson who is able to help his client because he knows his product better than the salesperson at the next desk will do better, earn more money and have a more enjoyable career. This is the basis of the new breed of trainers, and the result is obvious. You will do better and make more and longer lasting relationships. Relationship selling is the wave of the new century. If you read The Mortgage Press regularly, then you know that relationship selling is exactly what I have been writing about since the first time my fingers hit the keyboard. To better address the subject of learning, please pay attention to this fact - you learn better, you learn more and you learn in depth when you use as many of the five senses as possible. When a child is curious about a knick knack, he may pick it up, touch it and possibly stick it in his mouth to taste it. Children often use more than one of their senses to learn about new things, yet as adults, we often expect to learn simply by observation, utilizing only one sense to learn a subject. We should remember that the best way to learn is by using as many of the five senses as possible. In that sense, we should act more like children. But learning with the five senses is only half the story. As salespeople, we learn so that we can teach. Teaching is a real form of relationship selling. And when we teach, we should also try to use the maximum number of the five senses in as many ways as possible. Rather than going into a real estate office with a rate sheet in order to sell your new five percent ARM, wouldn't it be better if you gave a plastic number five to the person to whom you are selling? Isn't it possible that the five could be a lollipop? Sight, touch and taste - that's three. I promise, you'll make more points with your clients, have them remember you and learn the product better if you create ways for them to use more of their senses when dealing with you. During your next sales meeting, there should be at least 15 minutes set aside to think of a product that you are attempting to sell. After you have discussed and targeted the product, think of ways to put it into physical form. If you need help on this idea, please call me. I'll do whatever I can to help. Thank you! Ralph LoVuolo Sr., CMC is president of Mortgage Motivator, a mortgage industry training and coaching firm. He is a founder and past president of the New York Association of Mortgage Brokers, a teacher accredited by the New York and New Jersey Real Estate Commission, a former associate professor at Atlantic College and New York University and a published author. He can be reached at (609) 652-6901, e-mail or you can visit his blog at
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