Today is a special day for those of you involved in the Boomerang Expert Implementation Program. We will be covering Persuasion both overt and covert techniques for getting buyers and agents to do business with us.
I wanted to share a few ideas here for those of you who may not be in the program. Because at the end of the day we need to realize that we are SELLING!
THAT’S NOT A BAD WORD
In fact it’s a great word and persuasion or manipulation aren’t bad words either. In fact they are MANDATORY if you want to succeed.
You must understand the buyers mental triggers and what will get them to respond. Here are a few
1. Scarcity- people want what is hard to get
2. Reciprocity- You must edu sell people not use many of the brute strength bulldog techniques many others show you !
3. LIKING- They must like you !
4. Social Proof- they must be able to see that others LIKE THEM have had success with you !
I could go on and on here but I suggest you start reading up on Persuasion skills and what makes people want to work with you.
This IS one of the differences between successful Loan officers and those who struggle.
A great book on this Topic is Influence by Robert Cialdini- in fact I just sent a copy to everyone in the Boomerang Expert Implementation program!
Brian Sacks – Top Originator