Nationwide Mortgage 7-24-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

JOEL ASBURY

3 Ways to MAKE YOUR WORKSPACE WORK FOR YOU WHY DOESN'T TRAINING WORK for You?

LORI CALDWELL

SARA CRUZ

BODY LANGUAGE: Hot to Read Your Prospect Like a Book! 10 seconds to CHANGE A HABIT 6 Methods for BUILDING BETTER EMAIL LISTS

SEAN PRICE

NATIONWIDE MORTGAGE EDITION

JOEL ASBURY

LORI CALDWELL 19

SARA CRUZ

SEAN PRICE

CONTENTS 4) WHY DOESN'T TRAINING WORK FOR YOU?

16) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

8) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

20) BODY LANGUAGE: HOW TO READ YOUR PROSPECT LIKE A BOOK!

11) 10 SECONDS TO CHANGE A HABIT Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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Why Doesn’t Training Work for You? by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms. What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives. Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement). Training must have action inside class to be effective for you. • If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a 4

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit? None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan. Trainers: I just videos showing training work. uTube channel. Top Agent Magazine

Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure. That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ 5

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become? Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video. Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish. Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared. You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be. Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?) 2.Thinking most company training 6

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching. A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises. Contact Carla at 425-392-6914 or www.carlacross.com. Top Agent Magazine

JOEL ASBURY Few successful professionals can say they got their start before their junior year in high school. But that is precisely the story of Joel Asbury, Vice President of Operations and Senior Loan Officer at Winterwood Mortgage Group in Central Indiana. As a teenager, Joel, who grew up surrounded by the real estate industry, was hired as an intern by Jim Landwerlen, President of Winterwood Mortgage Group of Greenwood. And shortly after finishing college in 2010 with a technology and management degree and business marketing experience, Joel came aboard full time with Winterwood. “I worked my way up from a junior data manager to learning the business as a Processor, and eventually overseeing Company marketing. That experience taught me more about the industry than anything.” A licensed loan officer since 2013, Joel has helped hundreds of homeowners finance their homes while also helping Winterwood streamline operations. Those efforts were recognized with his 2016 promotion to Senior Vice President of Operations. “It was an honor to be recognized for my efforts, but I do what I do for the betterment of everyone involved,” Joel explains, “It’s not about the recognition, but about the results.” Looking back, Joel sees he was destined to work in the industry. “My dad was a REALTOR® and CFO of one of the largest real estate companies in Central Indiana. As a kid, I’d go to work with him on the weekends, but never thought that experience would lead to where I am today.” Although his degree could have sent him into the media or telecom industries, the real estate industry beckoned. “I was set up to be put in the place I am, helping others.” Having entered mortgages with an openminded view of current regulations and requirements on borrowers and lenders, Joel offers an unhindered approach to every transaction and client engagement. Relationships, he says, require communication and education. “I quickly pick up on things from the client and know what they’re going to need to do or provide ahead of time as opposed to waiting for an underwriter to explain a rule or request more information,” he says. This approach helps push things through, ensuring deadlines are met and closings happen on-time. His dedication to teamwork and communication allow him, his borrowers and their REALTORS® alike to succeed. Real estate agents appreciate his attentive service.

‘You’ve done such a good job for me, I’d like to send you some referrals.’” Joel was honored, but not just because of the new business that will come his way. “It was enough that I was glad to help with the transaction and help my client buy their first house. It went as smoothly as possible and garnered a relationship.” Building trust and confidence during each relationship is Joel’s goal. The referrals will come, but they are never the priority. “As my boss says, ‘You’re only as good as your last loan!’” Not surprisingly, Joel’s favorite part of the mortgage business is the people, including borrowers, REALTORS®, and the team at Winterwood Mortgage Group. The company offers traditional mortgage products plus special services such as the mortgage credit certificate (MCC) that effectively lowers a borrower’s interest rate. As Company needs continue to evolve, Joel is the guy making decisions and executing when called upon. “I’ve learned how mortgage companies should work with others to make things as easy as possible and I’ve taught some of this within our own company,” he says. Having moved up from data processor to VP in less than seven years, Joel plans to continue more of the same, helping more people buy homes and empowering the Winterwood team to increase productivity. Meanwhile, Joel and his wife enjoy traveling and staying active in their community, where they regularly participate in outreach programs through their church. “I’m also involved with a community foundation through the MIBOR REALTOR® Association (of Metropolitan Indianapolis), which spruces up a veterans’ or otherwise disabled community member’s home every year and raises money for families in need during the holidays.” With a passion for community and teamwork, the takeaway for Joel in both career and life is that “None of us is ever in this alone.”

To learn more about Joel Asbury, visit winterwood.net/joel-asbury-app, email jasbury@winterwood.net or call 317.215.6687 www.

“I had some clients who were recently married and buying their first house,” he explains; the couple’s agent was a big name in Indianapolis. “After we buzzed through their transaction, the agent said, Top Agent Magazine

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. 8

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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LORI CALDWELL With nearly twenty year’s experience assisting borrowers, top loan officer Lori Caldwell of Community Mortgage in Warsaw, Missouri has climbed her way to the top of her profession, providing all her grateful clients with the very best client service available. A former real estate agent, Lori transitioned to the mortgage industry in 1998. “I had a wonderful loan officer who really did a great job for me,” she says, “and I was really intrigued by the mortgage business and doing home loans to help make people’s dreams come true. So I kind of hooked up with her and learned the business. She was pretty much a mentor, and that’s how I got into it.” Currently working with a team that includes her son, Lori services clients throughout the state of Missouri, though she focuses primarily on the Kansas City area market and Truman Lake/Lake of the Ozarks area. The lake, the largest man-made body of water in the United States, is a destination location for those looking for recreation that includes boating and fishing. “A lot of people buy second homes here,” she says. Offering pretty much every standard loan available, Lori also specializes in USDA Rural Development Loans. “They’re a zero-down loan,” she says, “so a lot of people qualify for them because of the rural area we live in.” With a significant portion of her business based on returning clients and continuing referrals from more-than-satisfied realtor partners, Lori is clearly doing something right. “I think one of the things that keeps my clients coming back is that they’re able to get ahold of me at any time, any day. That’s very important, because when a real estate agent is

writing an offer in this low-inventory market, they need a pre-approval letter as soon as possible. It’s important to stand out and be there for them seven days a week. That’s the price you pay for success in this business.” A deep knowledge of her business is another reason for Lori’s continued success. “I read underwriting guidelines, I read manuals, I keep up on everything,” she says. “I also do my job upfront, I put my underwriter’s hat on before I send the files out for underwriting and try to address any red flags before the file goes out so we don’t have any issues with the loan not closing. We have a philosophy called junk in, junk out. You have to do your job properly, upfront, and educate your borrowers during the process.” Speed and efficiency also come into play. “Turnaround time is important to us. My company is a very purchase-oriented company, and we don’t close our loans late. On-time closing is very, very important to us. Once someone sends me a buyer to get pre-approved, as long as they can provide all their credit documentation in a timely manner we can often give them a same-day answer.” Financial rewards aside, what Lori enjoys most about what she does is the satisfaction of helping borrowers achieve their dreams. Despite the sense of humor that has become her hallmark, Lori takes her business very seriously. “Buying a home is one of the biggest things a person will do in their lifetime,” she says. “I work very hard for people, I’ll spend time with them to help them with credit issues and finding a way to help them obtain a home loan.”

For more information about Lori Caldwell, please call 816-935-2422 or email lori@communitymortgagellc.com 10

10 Seconds to Change a Habit By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). Top Agent Magazine

If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 12

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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SARA CRUZ Although she is now one of the most respected and in-demand mortgage professionals working in Wisconsin, Sara Cruz got into the business almost by accident. “I had applied for a job not realizing exactly what it was, and got hired as a mortgage originator. I had no idea what I was doing at first, but it clicked with me very quickly. I did phenomenal business from the start and here I am 16 years later, loving the business just as much as ever.” For the past five years, Sara has been with Wisconsin Mortgage Corporation one of the premier direct lenders in the state.One of the key ways Sara has stood out from the rest is by focusing on serving the hispanic community. ”I’m one of the only loan officers in the state who speaks fluent Spanish, so I go wherever anyone needs me. There’s a huge Hispanic community here, and I was tasked with building that market at my company. Because of that the offices I work with are currently the number one and number two offices in the company. I already have plans to continue doing this for other territories.” Sara works within ShoreWest Realty locations, most of whom are struggling before she comes in and takes them to the top. In addition to her specialty, Sara accounts much of her success to a truly unsurpassed work ethic, and absolute devotion to providing exceptional service to her clients. “I really make myself available to my clients 7 days a week. My client’s needs are my top priority. I even worked while I was in the hospital recovering from an emergency c-section. I just feel like things need to get done, and I never let my personal problems stop me from doing what needs

to be done for my agents or borrowers. I do like to sleep, but other than that, I’m always available to take their calls.” Sara also excels at maintaining the relationships she has built throughout the years. “I stay in contact with past clients through every way possible. Email, text, card, phone calls, whatever I can do to stay in front of them. I also send out cards for birthdays and anniversaries,, as well as a quarterly mailer. I was the number one loan officer at my company last year, so I sent thank you cards to my clients, letting them know that I care and that they got me to where I am today.” Sara is actively involved in her community and supports numerous charitable organizations. “Through my office I’m involved with Relay for Life, which helps families dealing with cancer. In the past I’ve also supported The Boys and Girls Club of Milwaukee and Habitat for Humanity. The charity I’m most passionate about is probably Smile Train, an organization that helps provide surgeries to fix cleft palates for underprivileged children. I always come back to charities that help children and the Hispanic community.” Sara’s plans for the future include continuing her outreach into the Hispanic community and growing her reach to more marketplaces. “There’s a real need in that demographic. They are looking for that guidance and expertise to help them achieve the American Dream of home ownership. I have a real passion for helping them reach that goal. It’s so gratifying to be at the closing table with them, I just can’t explain how great it feels.”

To learn more about Sara Cruz call (414) 550-2980 or email Sara@wimort.com Top Agent Magazine

6 Methods for Building Better Email Lists By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns. Should they purchase? Should they attempt to build their own? Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs. Here are six methods that will help you build a quality email list. 16

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Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size. One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current. Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it. Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition. Don’t toss it away if you don’t get immediate results. At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies. 18

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SEAN PRICE Sean Price originally got into the mortgage industry as a Mortgage Loan Originator in 2006 through his father in law who is VP of Precision Mortgage Inc. “He said I should jump in so I did. Then the real estate crisis immediately happened and I jumped back out again!” Sean then spent a few years working with Chase and Wells Fargo learning the banking aspect of mortgage brokering. But the brokerage industry drew him back in. “Even while I was in the bank industry there were many months where the amount of my mortgage referrals as a banker was higher than what the loan officer was closing,” he says. “I spent a couple of years learning the ropes in Chase’s mortgage department and I trained several of their new loan originators,” he explains. “After hitting the top 2% tier of all loan originators at Chase nationwide I decided to take what I had learned back to Precision Mortgage.” Sean has now been in the business for over eleven years and happily works solo with a single assistant. “I have the opportunity to grow a team here at any time,” he admits. “But the time it would take to manage a team would take away the quality of service that I’m able to provide to my clients and business partners.” Licensed in Arizona Sean offers Conventional, VA, FHA, USDA, and Reverse Mortgage purchase and refinance loans. “I love that most of our loans have no origination fees. We never charge an application fee underwriting fee or junk fees!” Most of their loans are lender paid compen-

sation meaning borrowers don’t pay them a dime! “I often get that jaw dropped kind of look when I tell my customers that,” he says with a smile. “We have lowered our compensation plan to be extremely competitive and have the top ten lenders in the area.” In addition Sean offers a Sapphire grant down payment assistance program. “I also have lenders that will still finance you if you had a bankruptcy yesterday. It may not be a pretty situation at first but when I say we can do just about anything, I really can!” Going all out for his customers has earned Sean a near 95% referral rate. “I really go for the wow factor with no fees,” he says. “I work tirelessly to get the loan done quickly with world class customer service.” Known for his honesty and forthrightness, Sean’s current realtors often refer multiple clients to him. “The biggest complaint most realtors have with brokers is a lack of communication,” he explains. “I tend to over communicate and I’m in constant contact with my clients and my realtors throughout the process. They know they can reach me at any time.” When not working Sean is actively involved in his church as worship leader and volunteers with his wife assisting local schools through the church. He is a proud father of three kids ages 9, 6 and 2 and loves spending time together as a family. As for his future in mortgage brokering the sky’s the limit! “Precision is one of the largest brokerages in Arizona,” he says. “I may end up as a branch manager at some point or I may take over as VP when my father in law retires. Whatever they need I’m ready and equipped to do it.” For now he feels very blessed to have his phone ringing off the hook and putting his heart and soul into everything he does for his customers.

For more info on Sean Price

call (623) 340-8344 or email sean@precisioninc.org Top Agent Magazine

Body Language: How to Read Your Prospect Like a Book!

By John Boe Are you aware that your body language gestures reveal your deepest feelings and hidden thoughts to total strangers? The very first sale you must make with each new prospect is to “sell yourself”. If your prospect doesn’t like or trust you, he or she will never even remotely consider buying your product or service. Understanding body language gestures will help you build trust and rapport quickly with your prospects and customers... face-to-face or over the phone. 20

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Body language is a mixture of movement, posture, and tone of voice. Top sales reps and the most successful managers recognize the importance of nonverbal “buy signals” in the selling process and have learned to “listen with their eyes”. They understand the power of body language and know how to use their gestures and voice tone to establish trust and build rapport quickly. Body language research shows that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect’s words are not congruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of true feelings. The good news about body language is that you were born knowing the information. This explains why people from different cultures can communicate effectively without having to speak a single word. In the animal kingdom, every cat, dog, bear, horse, etc. on the planet will use the same body language gestures to communicate with each other. For example, when an animal is angry, they will pin their ears back flat against their head. Even though people understand body language instinctively, the meaning of “finger gestures” may change from one culture to another. Finger gestures, such as the V for victory sign or the okay gesture are “learned gestures” created by the culture and the meaning often varies from country to country. For example, on January 23, 1968, the USS Pueblo, a Navy intelligence ship, was engaged in a routine surveillance mission off the North Korean coast when it was intercepted by North Korean patrol boats. The 83-man crew were captured and imprisoned in Pyongyang, where they were interrogated and beaten. In an attempt to gain propaganda value from the crew, the North Koreans conducted a news conference. When photographed during the press conference, some of the ship’s crew expressed their disdain for their captors by sticking out their middle finger. While this finger gesture was noticed by the North Koreans they didn’t understand the disrespectful meaning that the gesture implied. After the photos were released worldwide and the meaning Top Agent Magazine

of the finger gesture was revealed, the North Koreans were politically embarrassed and severely beat the crew. During your sales presentation, it’s critically important to get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There’s absolutely no substitute for a positive first impression. Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded, and your legs uncrossed. Body language is

a mixture of movement, posture, and tone of voice.

You can build trust and rapport by deliberately, but subtly, “matching and mirroring” your prospect’s body language in the first few minutes of the appointment. For example, if you notice that your prospect starts off the appointment by crossing his or her legs and sitting back in the chair, you should match them by crossing your legs and sitting back in your chair as well. After you believe you have developed trust and rapport, you can verify it by seeing if your prospect will begin matching your gestures. Try leading your prospect into a more open and receptive body language posture by uncrossing your legs and leaning towards the table. If you notice your prospect subconsciously begins matching your body language gestures, congratulations, this indicates that you have laid the foundation of trust and rapport. Conversely, if you notice that your prospect is mismatching your body language gestures, you know trust and rapport has not been established and you need to continue the “matching and mirroring” process. Be mindful to evaluate the flow of “gesture clusters” rather than isolated gestures taken out of context. Listed below are some important body language gestures that you need to become familiar with. There are two basic categories of body postures; Open/Closed and Forward/Back. In an open and receptive body posture, arms are unfolded, legs uncrossed, and palms are exposed. In a closed body posture, arms are folded, legs are crossed and the entire body is usually turned away. 22

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Body Movement Gestures • Leaning back and closed = Lack of interest • Leaning back and open = Contemplation and cautious interest • Leaning forward and closed = Potential aggressive behavior • Leaning forward and open = Interest and agreement Head Movement Gestures • Head neutral = Neutral and open attitude • Tilted back = Superior attitude “looking down your nose” • Tilted down = Negative and judgmental attitude • Tilted to one side = Interest Facial Gestures • Eye rub = Deceit, “see no evil” • Looking over top of glasses = Scrutiny • Nose rub = Dislike of the subject • Hand or fingers blocking mouth = Deceit, “speak no evil” • Chin stroking = Making a decision • Thumb under chin with index finger pointing vertically along the cheek = Critical judgment Are you missing your prospect’s buy signals? As a professional salesperson you must continuously monitor your prospect’s body language and adjust your presentation accordingly. By understanding your prospect’s body language gestures you will minimize perceived sales pressure and know when it’s appropriate to close the sale! “As the tongue speaketh to the ear, so the gesture speaketh to the eye.” – King James the First (1605) Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website. Top Agent Magazine

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