Top of Mind Networks

Whoever Controls the Glengarry Leads Wins the Cadillac

October 31, 2009 by · Leave a Comment

If you’ve never seen Glengarry Glen Ross, this article makes little sense.  Suffice it to say – it’s the greatest salesman’s movie ever made.  The plot revolves around a small office of high-pressure real estate salesmen – think Boiler Room with an A-list cast – and the “Glengarry Leads”.  These are the can’t miss leads, […]

There's No Substitute for Passion

May 6, 2009 by · Leave a Comment

I’m going into my 7th year at Top of Mind Networks and am blessed to, I think, have figured out one of the secrets of success.  Well, it’s technically not a secret.  And we all have it inside of us. It’s passion.  Pure uninhibited passion.  The joy for the game. Here are my goals when […]

How I'm Winning New Realtor Referrals

May 4, 2009 by · Leave a Comment

I love “refi booms” because I find this to be the best time to win Realtor Referrals away from other Loan Officers! I’ve been setting aside 2 hours every week to prospect for new Realtors and another 2 hours to meet with them!   My goal is to establish 2 new relationships each week.  Now this is […]

I'm Ignoring My Future Business!

April 16, 2009 by · Leave a Comment

Last night I had a hard time staying asleep, I kept waking up and each time a different problem about a different mortgage I had in process would come to mind.  Have you ever had that experience?  It’s madding and annoying, and I consider it a symptom of being overly burdened or stressed. I’m trying […]

Recession = Change in Attitude = Change in Selling

April 14, 2009 by · Leave a Comment

As I attended Easter services yesterday I couldn’t help but notice the standing room only seating arrangements- not a usual scene.  Sitting there I began thinking about the several changes in the tone and context of my selling conversations and what we’ve done to keep things growing. 1. Make Meaning – What is a selling […]

The Psychology of Fence-Sitters

April 4, 2009 by · Leave a Comment

Last week I attended Tom Ward’s teleseminar, “Learn How to Increase your Business in 2009” and there was one thing he said that really struck a chord with me. He said, “People will challenge your facts.” He said it without much follow-up, but it grabbed my attention because this is exactly what many of my […]

If You're Not a Resource, You're Just Another Salesperson…

March 21, 2009 by · Leave a Comment

Words to live by spoken by my great friend Frank I. in a “real life” commercial for the Wall St. Journal. Though I love music, I used to listen to AM radio on my way into the office each morning to catch the business news on 1010 WINS. I almost drove off the road the first […]

The Confidence Factor – Part One

February 26, 2009 by · Leave a Comment

Selling is a lot easier when you’re not focused on “making the sale”. Here’s a brief video clip about what I call “The Confidence Factor”. Enjoy!