On this episode, I get to sit down with Dennis Black, CEO of a sales training organization devoted exclusively to the development of sales and management professionals in the mortgage lending industry. Dennis has some great insights, so be sure to tune in!
[:30] Jennifer introduces his guest for the episode — Dennis Black.
[1:30] What is Dennis’s background?
[4:30] How important is traditional sales training, given that it’s such a competitive market?
[7:20] Jennifer shares her own personal anecdote illustrating that someone who is good at what they do, may not be good at growing a business.
[8:59] The world we're in now is a digital lending world, and we need to adapt to it to succeed.
[11:00] Dennis has a tip that could really benefit you — interruption vs. transparent marketing.
[14:58] What do we need to do in order to be perceived as our highest value?
[17:40] Are loan officers adequately armed with enough knowledge and skillsets to actually help Realtors®?
[21:38] What are some of Dennis's best practices for training or retraining a team?
[24:37] It is crucial to make a commitment to training, and stick with it.
[28:05] What can we do to set ourselves apart from our peers, if we haven't been through a hardcore sales program? Dennis has some strategies with regards to conversations with clients.
[33:27] An often overlooked aspect that is critical is the follow-up.
[35:53] People have many justifications and excuses for not following up. What advice does Dennis have on these fronts?
[40:40] Jennifer summarizes the key takeaways from the discussion with Dennis.
[44:20] Check out Dennis's website for more information about what he does and to get in touch with him.
Mentioned in This Episode:
Kinetic Spark Consulting
Mortgage Lending Mastery on iTunes
Jennifer Du Plessis on YouTube
Jennifer Du Plessis on Zillow
“Know What Sets You Apart From Peers,” by Dennis Black for the Scotsman Guide (April 2017)
How to Get Your Competition Fired, by Randy Schwantz
“Find Your True Clients,” by Dennis Black for the Scotsman Guide (March 2017)
Why Borrowers Shop, by Dennis Black for the Scotsman Guide (January 2017)