sales »

What Do They Want?

What Do They Want?

Shannon Hicks August 7, 2015 1

Consumer-Centric Fact Finding versus Selling Growing up as a child I remember my father reminding me periodically “It’s not about you.” This admonishment is key for us to develop successful personal relationships and more

Read More »
The Business of Storytelling

The Business of Storytelling

Shannon Hicks April 17, 2015 5

As with any complex product, widget or loan comes the temptation to focus on the intricacies of the product while possibly missing the opportunity to paint a compelling picture with a story

Read More »
Don’t Shy Away

Don’t Shy Away

Shannon Hicks January 23, 2015 4

How to Overcome Objections & Close More Loans If there is one trait in many salespeople I’ve seen repeatedly it is the tendency to shy away or avoid objections to the reverse mortgage. I’ve

Read More »
5 Things Productive Workers Do…

5 Things Productive Workers Do…

Shannon Hicks May 31, 2013 2

Productivity. It becomes increasingly important as our work load increases, we push to fund more loans or seek advancement in our career. A recent article

Read More »
The Law of Expectation

The Law of Expectation

Shannon Hicks April 13, 2012 5

Happy Friday the 13th. Do we attract certain situations, sales outcomes or people? Learn more about the Law of Attraction in this week's installment

Read More »
Make the excuse…

Make the excuse…

Shannon Hicks March 30, 2012 1

There are some excuses you should be making…especially if you're tired of waiting for the phone to ring

Read More »
The Country of Surprise: New questions to ask

The Country of Surprise: New questions to ask

Amara Rose December 6, 2011 7

Understanding Unexpected Later Life Shifts It’s one thing to talk about aging looking forward; quite another to view it from within that mature skin. In How Did I Get to Be 70 When I’m

Read More »
Is Anybody Home? Focus In Client Relationships

Is Anybody Home? Focus In Client Relationships

Sue Haviland October 12, 2011 0

Undivided attention During a recent consultation with a coaching client the discussion turned to the topic of focus and how to stay on task when there are so many potential distractions in a given

Read More »