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The Principle of Social Contracts
Trust. It is the foundation upon which all sales must be built upon. Consider for a moment the level of trust required for the homeowner to get a HECM loan. In most instances they have just met you, yet ultimately they sign several pieces of paper in the promise that their existing mortgage will be paid off or that they will have access to a considerable sum of money. No widget or tangible product on the shelf to take to the register, just an intangible product, concept or benefit.
In the art of sales we can fall into the trap of second-guessing why people should trust anyone, or more precisely us. Perhaps this is not a struggle yet we should revisit the concept of trust as it will strengthen our confidence to effectively approach, communicate and ultimately close more loans. At the core of trust in today’s society is the concept of what I call a social contract…
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