Sales and Marketing in Tough times!

“Fish where the fish are.” - so follow the money even when looking for a loan.

For most of us in the sales and marketing side, prospecting is the most challenging activity we do. 

We hate the thought of picking up the phone to make a living. No matter what product or service we sell, success in sales is built through effective planning and prospecting.

Here are five ideas that will help:

1. Establish a routine. You must schedule time for prospecting every day at preferably the same time. Do not allow anything to interfere with your prospecting time. The salesperson who has a set daily routine of making prospecting calls at a specific time and adheres to this schedule without distraction has a massive advantage over others

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2. When is the best time to prospect? The best time to make prospecting calls is when you have the most energy. I always prospect early in the morning because that’s when I have the most energy. It also gets me off to a winning start, which sets up my day for success.

3. It gets easier after the first call. The first call is always the most difficult. Getting yourself to make the first call of the day is normally the biggest hurdle. After you make the first call, you realize it was not as difficult as you had imagined. Prospecting is fun after a few positive calls. You will often find receptive people on the other end of the line who are open  to your call. Just do it, break through the barrier, your confidence will soar when you realise that prospecting is the trigger to all successful selling.

4. Set prospecting goals. Set a specific goal of what you want to happen on each call. Know what you want that prospect to do. It is difficult to achieve prospecting success without clearly defined objectives.

5. Prospecting is a numbers game. I guarantee you that the more prospecting you do, the more deals you will secure. Prospecting allows you to plan your income and results. If you track your prospecting efforts, you will find that you have clear ratios in your sales efforts. Once you know how many prospecting calls you need to make in order to get a client presentation and therefore a closing opportunity, then you have a good measure of how to achieve any sales target.  

Prospecting is truly the starting point of success in any sales profession. I teach a simple sales model – the more you effectively prospect, the more presentation opportunities you will get, and therefore the more sales you will close.

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Why you need to motivate your home loan application.

Well it is quite simple.  A motivation is usually provided to highlight or explain anything about your homeloan application that falls outside what would be considered a “normal” application, or even when it you feel it necessary for the bank to have a clearer understanding about you the prospective client and your situation.

For example, if you have finished or are finishing your monthly car repayments now, or in a couple of months’ time, it is important to supply this information in the home loan motivation with the necessary proof to establish the your true and realistic affordability.

Another example may be if you are  a rehabilitated insolvent. In this instance it is necessary to supply a full explanation regarding the circumstances that resulted in the insolvency as well as a copy of the certificate of rehabilitation and a copy of the final liquidation and distribution statement reflecting details of all of your creditors. A mortgage origination consultant would, however, use a motivation whenever they feel it is necessary to highlight positive attributes about the you as their client and the property and to remove any negative attributes such as past adverse credit score and sentiment.

Bedfordview takes the lead in looking after their investment - the people

Now for excellent news:


Do you remember that huge public meeting we had that took place at the Bedfordview Town Hall with the MEC?

Well, we have had several follow up meetings with representatives from the MEC’s office. They have now chosen Bedfordview to launch the first “Know your Neighbour” campaign, as well as the “Bedfordview / Patroller campaign.”


So, on Saturday, the 18th of June, from 8am, Bedfordview is going to become a hive of activity across all three sectors!! Each sector will have one road where most of the action takes place. Sector 1 – Van der Linde Road, Sector 2 – Bowling Road, Sector 3 – Amber Road. We are bringing in the dog unit, horse unit, helicopters, and SAPS, METRO, reservists, patrollers and school children will be involved. Officials from government will be arriving in four small buses to come into the community.

The BCPF is calling on everyone in all three sectors to have a street braai / party on Saturday, the 18th of June, to coincide with the campaign. The media will be visiting these parties, so please let us know about what you will be planning. There will be a prize for the vibeiest party. It’s going to be great, and will serve to show that criminals must stay out of our area!

Patrollers

Our first 60 patrollers have been trained! Thank you so much to Hall Real Estate for the venue, as well as to the MEC’s office for the food. This intrepid bunch will receive police clearances, will have their fingerprints taken, and will each be given: a patroller jacket, cap and will have the use of a two way radio.

You’ll see them all out and about on the 18th of June. If you would like to be a patroller, please contact Valerio
You’ll be receiving more news about the 18th of June “Know your Neighbour” campaign shortly. Please diarise – from a marketing perspective this is an incredible way to turn around the perception that only gangsters live in Bedfordview.

 
Awesome stuff now we can finance you for your home loan and your investment will remain safe.