As you might know, I am in a unique situation, as my husband is my business partner. If you've ever been part of a sales team, you know that different folks on the team have their strengths, and thereby their "role" on the team.
In a conversation with Brad Andersohn yesterday, I was pleased to find that we share a similar business development strategy: "It's Karma, if I help you grow your business, you will help me grow mine!"
With this in mind, several years ago I DEVELOPED A TEST that gives me insight about the person I'm talking to, and gives them insight as to "HOW" Steve and I work together as an originations team.
I've literally asked hundreds of people these questions, and I thought it would be fun for the people here to take the test!
Okay - So the premise is this... I believe that each sale can be broken down into 4 parts. Since it amuses me to think of us as "Horse Traders" let's look at the sale from that perspective. If we were selling a horse, the first part would be:
1. Getting the word out that we have a horse to sell. Advertising, cold calling, marketing
3. The third part is the PROCESS until we get the money. Even with horses you don't just hand someone the money - you have blankets to gather, vets that need to take a look at it, paperwork that needs to be signed. Alot of time - NOT SELLING - is spent in this part of the sales business... it's a double edged sword, the "Devil's In The Details!"
4. After we've shipped the horse off to the new owner and have our money - we want to stay in contact with them to remind them we're in the horse trading business. Afterall - most sales people (and horse traders) would rather rely on word of mouth than having to spend money on advertising or cold calling.
Now - rank you're favorite parts of the sale from 1 to 4. I can tell you that most people say 2,3,4,1
Steve, my husband, takes care of numbers 2 and 3 in our business. I'm a unique "bird" (notice I didn't say OLD!) in that I like number 1 and 4... which is probably why I like mentoring and "pushing" others to develop the natural successes we each posses.
Tell ya' what. If you'll tell me what your rank is - I'll tell you what "tricks" I've learned that will help you grow your business (besides using an Award Winning Mortgage Origination Team!)