| TRAINING
SMARTS
The Art and Science of the Sell |
| > |
Successful
navigation around the "reverse mortgage transaction"
revolves around creating emotional clarity and connection with
the senior client.
Unlike
other financial products, a reverse mortgage has a unique emotional
"footprint" that needs to be addressed in a specific
way.
Hence
the successful approach is not so much "selling a product"
but more a "KITCHEN TABLE CONVERSATION" about
a client’s emotional and financial situation.
Lack
of skill in navigating this conversation has been the primary
obstacle to success at the kitchen table.
|
 |
In
the thousands of hours
Monte
Rose
spent "selling" the reverse mortgage product, as well
as coaching and managing successful producers, he observed that:
| 1.
there is an effective "method,"
and |
| 2.
the system can be successfully taught and
replicated. |
There
is a catch, however.
The
success of learning and implementing "the system"
that leads to breakthrough results depends on understanding
certain key concepts.
|
| 1. |
There
are three separate skill sets (and phases) that need to be
mastered: |
|
(a)
getting to the kitchen table, |
|
(b)
the kitchen table conversation itself, and
|
|
(c)
what to do after the kitchen table. |
| 2. |
You
need an approach that: |
|
(a)
unifies these three phases, |
|
(b)
that is simple to implement (and teach),
|
|
(c)
has a "monitoring system" that
informs your effectiveness and efficiency on each of the key
success behaviors, |
|
(d)
is flexible enough to account for differences
in your audience, and |
|
(e)
is based on "how you’re wired." |
|
 |
The
last one — how you’re wired
— is really the fundamental "missing link" that
most people miss.
You can have the first four attributes, but if the system does
not fit the "cognitive and emotional wiring" of the
individual salesperson, the "success behaviors" will
not be sustained over the time period it takes to make a successful
career in this business.
The key to a successful "system" is
having a teachable structure and approach that can be
customized to the individual, and continually monitored and refined.
Kitchen
Table mastery is the heart of the MonteRose.Biz
training
strategy. |
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