Big Brother Fighters

This type of marketing resembles an auction site. Your site features assorted good and services and for all your effort, each sale or enquiry brings in a percentage. There isn’t as much effort needed, fewer operating costs, it works 24/7, and even better, it is relatively easy to master. At the start, you need to decide exactly what area you want to work in. To accomplish this, determine solutions to issues a specific set of interenet users are expecting, and then which solutions will assist them. An easy way of accomplishing this is looking for unique sets of highly drilled down words or phrases; more often than not people search for these less, but they convert far more. These crucial keywords can be discovered by using Micro Niche Finder. Data generated from this program or other applications and services results in a listing of related terminology providing worthwhile information to get a head-start when it comes to placing on an web based search.

Micro Niche Finder information will in addition let you know detailed figures on the words or phrases, precisely how many other websites who use them, and inforamtion on your rivals too. Last but not least, Micro Niche Finder information can identify appropriate domains, material for your site, and also find the greatest sales opportunities. Building a internet site is the next step; yet you will obviously have to do more than that. Search engine optimization is an absolute must. Programs such as SEO Elite will make this simple. This software automatically analyzes the web sites of your rivals and advises you what you need to do to achieve a good ranking in the search engine results. With SEO Elite the information produced from the computer software advises you on links, the most profitable keywords, and an extensive listing of article submission sites to use. Concisely, the results generated are the same sort of suggestions that an SEO professional would provide. Once you have determined what niche market you want to sell in, have your product advertisements, and your site has been designed, all you need to do is get your website up in the search results. You’ll collect steady payments and question why you doubted that affiliate marketing could work for you!

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This type of marketing resembles an auction house. Assorted products are pushed on your web pages for this, you will get a percentage from each sale or lead. There isn’t as much effort required, fewer operating costs, it works 24/7, and what’s even better, it’s comparatively simple to master.

The first step you must take is to decide which merchandise or area best suits your life. To get this out of the way, you need to find out what a specific set of interenet users are anticipating, and discover a solution. One of the most effective ways to determine this easily is searching for specific extremely targeted words and phrases; more often than not people look for these less often, however a higher percentage of these convert. To discover these profitable keywords, it’s recommended that you use programs like Micro Niche Finder. Data compiled by this software or analogous programs and computer software compiles related terms in an extensive list allowing you to gain an advantage when it comes to ranking on an internet search engine. Additional info is also available from the program, for to illustrate search frequency, just how many other internet sites are employing those keywords, and how successful the competition is. Ultimately, Micro Niche Finder information can help you locate associated domains, content for your web site, and even point out the best sales opportunities. Construction of a website is next on the list; but you still have some essential tasks to complete. Getting a strong performance on web based search engines needs the fine tuning of your web site. This is where SEO Elite information comes in. Your rivals’ web sites are analyzed by SEO Elite information which then offers advice on how to increase search results.

With applications such as SEO Elite, data created from the software suggests where to get links, the best keywords, and a list of sites for submitting articles to refer to. In short, Seo Elite information is the same kind of suggestions you might get from a skilled SEO specialist.

Once you settle on your niche, have your product ads, and your internet site has been put together, all you need to do is get your web site up in the search results. You will collect a steady pay check and question why you ever worried about making enough money!

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The more you expose someone to a particular concept or idea, the more that concept or idea will become favorable to them. Things do grow on us. Have you ever heard a song on the radio that you didn’t like until it started to grow on you? This is also true with people. You may not like some people at first, but after awhile you grow to like them, and sometimes you even become their friend. Ever wonder why politicians want signs and posters with their names and faces all over everyone’s yards, street corners, bumpers, and windows? The use of repetition can be very effective. It is often said that repetition is the mother of all learning, but it is also the mother of effective persuasion. Repetition increases awareness, understanding, and retention.

You have to be careful to use repetition wisely, however. My motto is, “Repackage; Don’t Repeat.” This means you can use the power of repetition, but you don’t always have to say the words exactly the same way. You can make the same point with a story, a fact, a statistic, an analogy, or a testimony and never have to repeat yourself. You know how you feel when you hear the exact same joke for the second or even third time–it doesn’t carry the same punch as it did the first time, so you usually tune out.

Even when repackaging, keep it to no more than three times. If you present your message less than three times, it will not have a very strong effect. If you present your message more than three times, it becomes “worn out” and loses its potency. For example, in a study where children were shown the same ice cream commercial over and over while watching a cartoon, the children who saw the commercial three times actually wanted the ice cream more than those who had seen the commercial five times. .

For additional information on Branding and Exposure, go to Magnetic Persuasion and kick start your success!

Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available!

Kurt Mortensen teaches over a hundred techniques to give you the ability to effectively work with every customer that walks in your door. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others. Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report “10 Mistakes That Continue Costing You Thousands.” After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

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How well do you handle objections?

The fact is, most people think they handle objections with ease. The
reality paints a different picture. I claim that you could have closed as
much as 25% of last year’s lost sales by simply understanding why the
customer is objecting. Oh…and by keeping your noisy trap closed for a
minute or two.

“I really don’t understand why this upgrade costs extra when Acme
doesn’t charge for it.” Right off the bat you want try to get across to your
customer why that is not a valid objection. Often times you will go into a
puke session about why your product is better or why your company is
better than that of the competition. Whoa, easy there. You need to slow
down and take a step back before you start puking all over your future
customer. Who cares that the people down the street offer that spec for
free but then charge the third world’s gross domestic product for delivery
and assembly. They do not need to know this right now. Good news -
your customer is interested!

Objections are usually a good thing; your future customer brings them
up because they are interested in buying. If they were not interested in
buying they would just ask for a brochure or ask you to leave them the
information.

Since they are interested in buying, you need to make sure that your
tone and your demeanor reflect the positive attributes of the objection.
Do not become discouraged or become defensive about your product or
your company. They ARE INTERESTED in buying from you. They
simply want to know more.

The secret lies in understanding exactly what they want to know more
about. When the objection is in the form of a question, you must
decipher what it is that they are truly asking and what it is that they truly
would like to know more about.

Let’s take, “Is that the best price you can offer?” This has to be my
favorite objection and one that is most often fumbled by the salesperson.
How would you respond to this question? What are they truly asking
you? When a customer asks if that is the best price that you can offer, it
does not automatically mean that they are objecting to the price. Think
about it; they asked you if that was the best price you could offer. What
are the possible motives for asking this question?

Yes, of course one of the motives for asking this question could be that
the price is too high and that they are interested in that product. So be it.
However, a more likely motive for this question is that they are interested
and they want to make sure that they are getting the best deal. Or they
may be testing the waters to see if this is the type of buying situation
where they are expected to haggle. Which type of motive prompted the
question becomes very important at this point if you are going to answer
the question correctly.

If you immediately offer a lower price and the true reason that they
asked was because they wanted to find out if this was a buying situation
where haggling was expected, then you may have instantly turned them
off and pushed them further away from pulling the trigger on the sale. I
realize that it seems strange to think that by sticking to the higher price,
you may have had a better chance at getting the sale. However, that is
usually the case.

When you get a question about a product feature, you need to be careful
in how you answer the question. If they ask you about a certain spec,
they may be asking because they heard a different feature on a
competitor’s model was more appropriate for their specific use.
However, they could just be asking about the feature because they are
curious about it. Again, it is important to understand which type of
question it is.

Using treadmills as an example, a customer could ask, “Are those small
rollers?” A salesperson can respond in a variety of ways. They could
respond with a puke session about roller size and why it is or is not
important in the operation and enjoyment of the treadmill. Or they could
respond with “Yes, they are.” In either situation, the “yes, they are”
response is more effective because it will allow the customer to further
explain their question.

If you naturally assume that your customer’s question was an objection
that could prevent you from making the sale, you may end up talking
them out of the sale by the inappropriate response. This is why you
need to be sure that you understand the nature of the objection before
you start blabbing about nothing.

Then there is the objection that is completely unrelated to you or your
company. A customer may have other factors in their life or in their
business that would prevent them from making a decision about your
product. You need to understand that this objection has nothing to do
with you and respond to it in a way that solidifies the relationship and
the rapport that you have built with them. If you respond inappropriately,
you will diminish any rapport that you have built up to that point with the
customer.

For example, “I really need to check with my spouse before I make a
decision.” There are many sales books out there that teach you to try to
close the sale anyway, but there may be circumstances that you are
unaware of that may make your hard close completely inappropriate.
What if there was a personal and legitimate reason that they needed to
check with their spouse? I know I would never, on this green and blue
Earth, make a thousand and some odd dollar purchase without my wife
giving the go-ahead. Make sense? Point being, you do not know the
circumstances behind the objection so you should instead make a friend
at all costs and try to gain agreement on something that furthers the
process without having to make a decision. If you try to hard close you
may be pushing them further away from saying yes to you.

All objections are unique and must be treated differently given the
circumstances. You will never go wrong by asking more questions and
by keeping your responses short and sweet. The best outcome of a
response that is too short is another more specific question from your
future customer. These questions will lead you and your customer
closer to agreement and closer to a completed sale. “Is this the best
price you can offer?” “Yes.”

Tom Richard produces a weekly sales training ezine titled: Sales
Muscle. You can subscribe to this ezine by visiting
http://www.tomrichard.com/EmailFriend.html or by visiting the website at
http://www.tomrichard.com

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Sometimes you just need to buy mortgage leads. Maybe you’re new to the business, recently relocated, your favorite niche dried up or you need a bump out of a slump. Whatever the reason for choosing this path, there are several things to consider when choosing the best mortgage leads company.

1. Does the mortgage leads company seem reputable?
If possible, find out how long the company has been in business and who the principals are. Check the contact info. Do they have a physical address or just a website with a somewhere-out-there cyberspace location? Do they have a toll-free number AND a standard phone number? If you can’t contact this company in the real world, that could be a red flag. Beware offers by email or posted on forums that don’t provide a company website address where you can get more information. I’ve actually seen outrageous offers on mortgage forums for free mortgage leads or cheap mortgage leads where the contact is an email address at hotmail and you pay them through paypal. Scary.

2. Where do the leads come from?
Find out how the company generates their leads. They can come from several areasgenerally as responses to direct mail campaigns, website inquiry forms or telemarketing. On one forum, I followed a thread where a leads provider was being questioned about the source of her company’s leads. She said she was sure they were great leads but she didn’t have any idea where they came from. Yipes! How can you judge the quality of the leads without knowing where they come from? No sale.

3. How many times do they sell or recycle the same lead?
This may be a bit hard to find out. If you get a lot of reassurances on the quality but no direct answer on how they’re distributed, it’s time to move on. Otherwise, you’ll learn the truth when you make a few calls and people scream in your ear, “I refinanced 6 months ago. Stop calling me!” Those are stale, recycled leads. Run away. Look for a mortgage leads company that limits distribution, guarantees “freshness” or offers exclusive mortgage leads.

4. How about exclusive mortgage leads?
Exclusive mortgage leads exist and, of course, cost more. Think about return on investment. How much are you willing to spend to generate one successful loan, one commission check? Also, ask what “exclusive” means. It may mean being sold to three to five loan originators. If that’s considered exclusive, you can imagine how many times non-exclusive leads are recycled.

5. Can you cherry pick or filter your mortgage leads?
Being able to view the essential factors in a lead before you buy is called cherry picking and it’s a real plus. You may be able to cherry pick leads to suit a particular niche you’re working. Filtering allows you to specify certain criteria and have matching leads emailed to you. It’s only logical to pay for leads that suit your specialty and loan programs. Filtering or cherry picking are great tools that should improve your conversion ratio.

6. Is there a guarantee?
If all the leads you receive from a particular mortgage leads company are bogus or six months old, do you get your money back? Or do they offer replacement leads or credit a dollar amount to the account you have with them? If you’re receiving enough good leads to make it worthwhile, replacement leads and dollar credits are acceptable, but if you’re getting garbage, replacing it with more garbage isn’t much of a guarantee.

7. How much will each mortgage lead cost?
Remember the adage, “you get what you pay for”? It’s particularly true for mortgage leads. You need to think percentages. It’s a numbers game. You can’t honestly expect to close every lead you buy for $20. Watch out for minimum requirements; some companies may require a non-refundable deposit upfront of several hundred dollars. Start small and test the quality before you make a big commitment.

8. What exactly is your financial commitment?
We see contracts online everywhere now, from installing software to signing up for forums, so it’s easy to become numb to their importance and just click on “I Accept.” This is one instance you want to take the time to read the entire contract. You may be agreeing that you will never request a “charge back” to your credit card or a “stop payment” on a check. (Note: Credit card “charge backs” are done WITHOUT the vendor’s agreement. Most vendors prefer you work with them on a refund, not go directly to your credit card company. And incidentally, most credit card companies will not “charge back” a disputed amount under $50. In fact, it’s a good idea to never pay $49.99 or less for a service or product you’re not sure of unless you’re prepared to kiss that money goodbye.) Be cautious when giving anyone permission to bill you monthly without reading every word of the contract. You could be committing to a long-term contract with expensive cancellation penalties.

9. Set aside a block of time to research companies.
It’s worth the extra effort to find a good source for mortgage leads before you start giving out your credit card information. Set up a simple form to keep track of your results or go here to download a free XL spreadsheet.

10. Where do you find mortgage leads companies?
Finding them is easy They’re all over the Internet. Separating the good from the bad takes some research and testing. You can visit mortgage broker forums to see who’s getting a thumbs-up or thumbs-down. However, you may not know who’s making those comments…could be the mortgage leads company, could be the competition or it could be loan officers with sales skills ranging from superb to horrific. Probably the best way to find a good mortgage leads company is to ask other loan originators. However, don’t be surprised if they want to keep their golden goose to themselves!

When it comes to success with mortgage leads, the one element many loan officers overlook is their own contribution. A sales person who can sell ice to Eskimos will do much better than one can’t give away water in the desert. Paying for mortgage leads makes no sense if you can’t convert the prospect, get the application and close the loan. Polish your phone sales skills until you’re comfortable with your presentation. Commit to acting promptly when you receive each lead. And, of course, follow-up with the details all the way to closing. A mortgage lead is only the beginning; it’s not a done-deal until you make it so.

About the author: A former loan officer and real estate agent in Southern California, Sharon Hassler served as Communications Manager for First American Title-Arizona for 11 years. She is President of Go Get Experts, owner and operator of http://www.GoGetLoan.com, providing web pages and a national mortgage directory for mortgage brokers and loan officers, plus articles and industry resources. Related sites for networking opportunities are http://www.GoGetRealEstate.com, GoGetEscrow.com, and GoGetNotary.com.

Copyright © 2005, Go Get Experts, for GoGetLoan.com. All Rights Reserved. Permission to reprint this article is granted if the article is reproduced in its entirety, without editing, including author’s information. When using this article in magazines or newsletters or online publications, please include the full URL or a hyperlink to GoGetLoan.com.

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JOHN DI LEMME ON “5 + 5 = Your Dream” I know your thinking…Okay John, 5+5 does not equal 5 so let me please explain. Let’s start with a question. How many times have you heard that you need to have a “long term” goal and be focused for the entire length of that “long term”? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life.
In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.

As I speak with numerous people on a daily basis, I hear their frustration about their goals that they’ve set and the lack of progress that they have made. As I say, “A mountain is built one pebble at a time and climbed one step at a time.”

The first “5″ in the equation represents the 5 people that you call our friends, associates, etc. I suggest that you make a list of the 5 people that you associate with on a regular basis, and then take a good look at it to see if they either have goals similar to yours or are progressing towards the achievement of a goal similar to your 5-year vision. A major key to unlock the secret to your future is to be 110% conscious of the fact that you will ultimately become who you associate with. For example, if you have dreams of becoming healthy and wealthy and your associates are overweight smokers that complain about working one-minute overtime, then I can predict the odds of you being healthy and wealthy is slim to none. Millions of people never attain their dreams, because their “friends” serve as “cement shoes” as they walk towards their goals in life. As I set my goals, I surround myself with people who are on the same path in life that I am on. If you truly internalize this same mindset, then you can achieve your goals in life.

The second “5″ in the equation is to take a personal inventory of the last 5 books that you have read or cd’s that you have listened to. Just for fun, the next time one of your friends complains about something…ask them what were the last 5 books that they have read or cd’s they have listened to. You will get one of two answers: I do not remember or I do not have the time to read. Your last 5 books that you read will determine where your focus or direction is in life. The average person reads 1 book a year after high school, which is the #1 reason why 95% of people are “dead broke at age 65″.

Even the greatest computer in the world needs to be programmed in order to perform its functions. We are all designed for greatness, but we need to be conscious of our associations and what we are reading or listening to on a daily basis will decide the level of greatness that we all reach. Decide today to focus on your 5 year goal and realize that your 5 friends and the 5 books/cd’s that you listen to will determine if you hit your Why or not. Success is simple, but not easy because it takes the ability to grow, stretch, search and learn to enjoy everyday as you progress towards your 5-year goal.

5 + 5 = 5, give it a try and let me know if it works for you. I can actually predict your results…5 + 5 = Your Dream

As I say,

You must be absolutely clear about your goal and be
relentless in your pursuit of Your “WHY!”

As I say,

You must be absolutely clear about your goal and be relentless
in your pursuit of Your “WHY!”

Changing Lives!

John Di Lemme
http://www.FindYourWhy.com
Free Weekly Ezine

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“Successful Selling is more Than Personality:’Boy, can they
talk! Boy, can they sell!’ ”

Many more can talk than can sell. Did you ever hire someone
because they sounded so great - presented themselves so well -
you thought they could do anything? But six months later, you’re
tired of hearing how great they sound, you just want some
results? Why? What went wrong? To answer completely, there are
two areas that need to be addressed: 1.Behavioral Style.
2.Knowledge of Selling. Behavioral style refers to the
behavioral elements of selling a particular product for a
particular company to a particular client base. These elements
include: •aggressiveness •cold-call reluctance •extroversion
•multi-tasking •rules compliance •natural enthusiasm •self
starting tendencies •servicing •paperwork •tendency to detail
•product information •customer relations •consistency •follow-up
and follow-through •tendency to listen. It takes a very
different style to sell computer parts directly to computer
engineers than it does to sell computers to the general public.
Similarly, to close the sale to a rural, easy-going,
family-oriented type buyer requires considerably different style
than closing the same merchandise to a fast-talking, hurried,
bottom-line oriented urban buyer. By analyzing what you’re
selling, who you are selling for, and who you are selling to, a
company today can articulate the customized behaviors optimum
for their situation. Salespeople can then be hired whose natural
behaviors are ideally what you are looking for. Those
salespeople who are not exactly ‘natural’ in these behaviors
will nevertheless benefit tremendously from understanding just
what behaviors are best to role-play, or emulate, to excel for
your company.

Knowledge of Sales is totally different then one’s behavioral
selling style. You may have the right personality style - the
right mix of extroversion, aggressiveness, empathy, etc. - but
do you know what to do and say in the selling cycle: when to ask
for the close, when to remain silent, what strategy to use, and
when to use it. There is no College of Sales, or BA of Selling.
Most sales training programs, in effect, give technical
training, but very little in the art of selling. Likewise, the
tools for measuring these Sales Skills are different. What are
the best things to do and when? These elements include how to:
•Prospect •Qualify •Probe •Impress •Demonstrate •Influence
•Close. To communicate more effectively with a customer, you may
be required to adjust your natural behavioral style. These
adjustments may cause stress or require additional energy.
“Pumping up” to get more motivated and enthusiastic than one
normally feels requires focus and energy. On the other hand,
stress occurs when the results-driven aggressive salesperson has
to slow down, listen more and show patience to slower-reacting
people. That is why sales knowledge - knowing exactly what to do
- is extremely helpful to minimize the extra stress or energy
required to adjust behavioral style. Advantages include
shortening the sales cycle, reducing stress and closing sales
more often!

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