Recently my wife and I cruised the Inside Passage of Alaska.  Alaska is known for its beauty, its wondrous landscapes and plentiful wildlife.  The cruise ship was able to glide through numerous mini icebergs right up to Hubbard Glacier. Side excursions enabled us to see Mendenhall Glacier, sea otters, whales, sea lions, bear and a moose, waaayyy off in the distance. One of the most exciting points of our trip was spotting the Bald Eagle.

When I finally arrive at the home, I want to have completed all of my work ahead of time.  I want to walk in the door fully prepared with the expectation of success.  My belief is you establish a flow to your actual presentation and stick with it.  Don’t change the structure or allow your client to do so.  If they want to talk about something out of order, ask them politely if you could go over that later in a certain segment of the presentation where you normally address that concern.  You are trying to deflect the objections to later (or never) and keep your rhythm and flow of the presentation. 

Origination teams agree it is critical to implement a system that will enhance customer retention. In fact holding on to their customers is essential to continued growth. So why is it, that once the product is purchased, the box is often left collecting dust on the shelf? The primary two comments on why a software product is not utilized are:

Join the conversation with economist Rodney Johnson, president of HS Dent and host Howard Voyles, CEO of HousingMatrix.com. Understand the Forces Shaping the Economy & the Housing Market – Make Informed Decisions. The most informative 20 minutes you will spend this week. Click here to listen

Join the conversation with economist Rodney Johnson, president of HS Dent and host Howard Voyles, CEO of HousingMatrix.com. Understand the Forces Shaping the Economy & the Housing Market – Make Informed Decisions. The most informative 20 minutes you will spend this week. Click here to listen