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8 Reasons Why You'll Want to Keep Your FSBO Marketing Program a Secret

If you're anything like me, you probably love to brag and tell people including your co-workers, how well you're doing. It's only human nature. But if you're currently marketing to For Sale by Owners (FSBOs) or about to start your program, here are some good reasons for keeping your efforts under wraps and cloaked in secrecy:

1. For Sale by Owner marketing is a niche with very little competition. What has always amazed me is...why almost all loan officers, originators, and mortgage brokers avoid this part of the market like the plague. Goodness...it's like going fishing and knowing full well that the pond is just over flowing with lots of keepers...and, you're the only fisherman for miles around.

2. For Sale by Owner marketing is less intimidating if you're new to the mortgage business. As a "newbie" would you feel more comfortable calling on Realtors/Agents or FSBOs? I'll let you answer that question.

3. For Sale by Owner marketing allows you to become an expert in a niche marketing area very quickly. You can easily become known as the FSBO person in your area and the expert that people seek out for advice and information.

4. For Sale by Owner marketing is an absolute great way to generate a never ending supply of inexpensive purchase mortgage leads.

5. For Sale by Owner marketing is extremely low cost. I like to refer to it as..."a low budget method of marketing."

6. For Sale by Owner marketing provides you with purchase money mortgage leads without Realtor and Agent involvement and all of the schmoozing that's normally required to get their business.

7. For Sale by Owner marketing drastically shortens the normal mortgage sales cycle resulting in a filled pipeline and most importantly, quicker commission dollars in your pocket!

8. For Sale by Owner marketing builds quality relationships with Realtor/Agents on your terms and conditions and most importantly, when you want them. You are in total control...not the Realtor/Agent.

As a Corporate Mortgage Trainer, I always introduced my students to For Sale by Owner marketing in this way:

"Put into motion your FSBO marketing program immediately...concentrate on it...learn the program from A to Z...improve on it...add your personality to it...make it your area of expertise...brand yourself as a knowledgeable FSBO expert...and, you'll have more mortgage business than you can ever handle. As a result, you'll find yourself among a very elite group of loan originators...and, you can laugh about it all the way to the bank."

Just as a reminder, keep your For Sale by Owner marketing program a secret. Here's to your continued mortgage marketing success.

Tom Domin is the author of "Tom's Mortgage Tips" a twice monthly Mortgage Newsletter that is geared for Mortgage Professionals. You can sign-up by visiting http://www.mortgagemarketingtoolkit.com/.Mortgage Lead Programs
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When I tell people that I create online advertising, it often generates the same level of goodwill one might experience by wearing a New York Yankees cap into Fenway Park.

Oh, they often say, Do you make those pop-up ads? I really hate pop-up ads!

It is at this point in the conversation when I quickly change the subject to something more uplifting like the weather, current events or the contemplation of dental surgery.

Its not lost on me that most people hate this type of advertising. I hate it too. So do most of the people I know who work in marketing. However, most of the online advertising formats that online advertisers use today exist because they have been shown to be effective in generating sales and leads. On the other hand, pop-ups have already gone the way of the dinosaur seemingly having done more to generate business for people to created pop-up blocker software then they did to promote value of the goods and services they represented.

The reality of online marketing is that its still in its infancy. This is still largely uncharted territory and as a result, many marketers are willing try anything to see if it works for them. This has resulted in waves of new marketing approaches, some which seem designed to drive their potential customers insane with rage.

The point of the matter is that online marketers are looking for ways to reach out to the people they want to become their customers. Unfortunately, in many cases, that reaching out offers the same emotional appeal as being attacked and dragged into an alley.

When I work with online marketers, I often start by reminding them that their real goal is to find a way of communicating with potential customers. Its not about assaulting passersby with a marketing pitch nor is it about tricking people into clicking on ads. All online marketing should be focused on telling consumers what it is that your company or offerings mean to them as individuals.

Each advertisement, online or off, should have a main point that it wants to make. This point should serve to drive the consumer toward making a decision about whether or not they should purchase the products or services being offered.

A few years ago I designed an online marketing methodology I call the ASSERT model. This model outlines 6 steps that any successful online ad needs to incorporate in order to reach out to people in a way that will make them respond favorably. The steps are:

1. Attract the consumers attention

2. Show the consumer benefit

3. Specify which actions to take

4. Engage the consumer

5. Reinforce the message

6. Terminate the transaction

Lets zoom in for a closer look.

Attract the consumers attention

The most basic law of marketing is that you first need to get the consumers attention. Without this step being successful nothing else matters. However, there are ways of attracting attention to products and services being offered online that dont include obnoxious or overly aggressive behavior.

One of the best ways to reach prospective consumers is to show them that you respect them. Its not surprising that most consumers dislike online advertising because of the way they have been suckered, tricked, bombarded and bullied in the past by ads whose only function is to be seen. While these guerilla tactics might achieve the task of getting noticed, they often have the undesired effect of negatively branding the advertiser.

Many of the best results in online marketing come from ad units whose purpose is immediately obvious to the consumer. Ads that offer animations, interactivity and slick graphics are easily noticed and may cause the consumer to linger for a moment to determine if the offer being made fits any personal needs.

The use of language is also a strong draw in attracting a consumers attention. Ads that quickly get to the point are much more effective then those which end up being too vague or subtle.

Also effective is the use of trigger words such as FREE, NEW, SPECIAL or EXCLUSIVE. These dynamic words automatically communicate concepts that appeal to many consumers. We like things that are different and new and special. We especially like free things.

Show the consumer benefit

At the core of most human behavior is the continuous search for ways in which we can improve our lives. As a result, our receptors are always open for any stimuli that appear beneficial.

The primary filter that we all use as we look at the world is one of relevance to our personal needs. Mostly, we make subconscious judgments about the hundreds of opportunities that present themselves to us daily. For example, a marketer earnestly trying to get my attention so that I can be sold the latest fashion in womens shoes is going to have a hard time reaching me. The product being offered is irrelevant to my needs just as I imagine my wife would be a hard sell for a beard trimmer. If the offer isnt relevant to a consumer, then the doorway used to communicate benefit is never opened.

Showing benefit can be as simple as the advertiser explaining what the offer means to the consumer. For example, a tag line that reads Let us show you how you can save money on your auto insurance leaves little room for misunderstanding. The benefit is of savings. However, its also clear that that benefit is also only relevant to those people who buy auto insurance and most specifically geared toward those who already have an automobile insurance policy. For those that the ad doesnt speak to, theres no need to stop and visit.

The method in which the marketing message is delivered also says a great deal about the benefit being offered. Many pop-up ads, spam e-mails and other invasive ads already have a message attached to them. Too often the message states very clearly, We dont really respect you but hope youre stupid enough to click on our ad.

While there may be a few suckers out there, the majority of consumers are just like you and me. We recognize a good thing readily. We can also recognize a bad thing. If you can express genuine respect when you approach potential customers, youll do a lot more business.

Specify which actions to take

Advertisers need to think of the ads they run as marketing representatives of their companies. Does that ad reflect the way the advertiser would like to be perceived? Is it apparent that the advertiser has the consumers best interests in mind? Is the ad showing the consumer the same level of respect that they would receive if they were dealing with the advertiser face-to-face? As a good host, it is up to the advertiser to make the consumer feel comfortable not only with the offer but the way in which that offer is presented.

Just as youd tell a house guest looking for the restroom that it was down the hall, second door on the left, you also need to be able to tell the consumer what actions they need to take to acquire the benefit of the offer being made.

For ads that focus on driving traffic to a Web site, that action might be to click on the ad to visit the Web site. In interactive ad formats, the action might include viewing an online brochure, playing a game or providing data to the advertiser so that a more personalized offer could be made.

Dont make the consumer guess about their role in the marketing process. The human behavioral default when confronted with things that appear unclear or ill-defined is to avoid them in hopes that they go away.

Engage the consumer

Once an ad has grabbed the attention of the consumer, the next task is to find a way to hold that consumers attention long enough to provide them with the marketing message.

In online advertising the opportunity to request and achieve direct action on the part of the consumer is part of the marketing process. Online advertising doesnt have to be a passive experience nor should it be. There are many ways to get the consumer to participate in the marketing process. Interactive ad formats offer games, simulations, tools and surveys as a way of holding the attention of prospects, while traditional online advertising focuses on driving traffic to the Web site. Either way, the consumer is expected to get involved in the process. Make it clear what is expected on them.

Reinforce the message

Every marketing piece should have a main point it is trying to make. That main point might be a clarification of the benefits being offered, a special deal that has a limited time offer, a list of advantages over what a competitor is offering or simply an opportunity to brand a companys name and logo. As long as you have their attention, make certain that every second counts toward the consumer leaving the experience with a full understand of what the point of the ad is.

Terminate the transaction

Finally, like any good hosting situation, the time will come when your guests will want to leave. Make it possible for the consumer to do so gracefully and with little discomfort. If the marketing task has been completed, thank the consumers for their time and attention and offer a nice clean place to break off the event. A good parting can lead to a positive recollection of the event the next time they see an offer from your company.

Different marketers will have different needs. However, all paths should lead toward getting consumers involved, telling them why an offer is important to them and doing it in a way that is non-threatening and engaging. It just may be the approach that gets you remembered positively.

Sidebar Content

While advertising in general covers a great many topics and approaches, all ads need to be able to communicate clearly with the consumer. The initial question that a consumer will have when seeing any ad is What does this offer mean to me? If the offer is relevant to their needs, the next question will be what do I need to do to take advantage of this offer?

Successful marketing is based on being able to answers these questions before theyre even asked. Lets say, for example, that a company that offers mortgage services is creating a simple online ad. The first three steps of the ASSERT model might be:

Would you like to have more MONEY at the end of the month?

(Attract attention)

Refinancing today can save you THOUSANDS of dollars over the life of your mortgage (Show benefit)

Enter your Email address and we will instantly send you our FREE report (Specify action to take)

With those 3 simple lines the relevance message has been successfully delivered.

From that point on, the ad could offer an interactive option that pops up a simple mortgage calculator. (Engage consumer)

By entering their current mortgage information and comparing it again whats being offered the consumer can get a very realistic idea of the savings being offered. (Reinforce message)

At this point, convinced that further exploration is to their benefit, the consumer can safely get more information (that will also serve to reinforce the benefit) just by entering an email address.

Once the email address has been entered and submitted, the ad might respond with a message like We have sent you a free report! Thanks for your interest in XYZ Mortgage. Click here to visit our Web site! (Terminate transaction)

At this point the process is complete. For the consumer who wants to visit the advertisers Web site that option is available but the real core of the marketing goal has already been achieved. The advertiser has been able to deliver the message to the consumer. While the onus is on the consumer to read over the sent materials and make efforts to refinance, the advertiser can provide periodic email reminders to the consumer.

Rob Graham is the Director of Training for LearningCraft, LLC. (http://www.learningcraft.com), a training company catering to the needs of online marketers and businesses learning to communicate effectively in the online world. He can be reached at robgraham@learningcraft.com.Mortgage Lead Transfers
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Online debt consolidation comes in many forms, so it is important that each consumer reflects on what their needs and concerns and financial situation is before signing up for an online debt consolidation program. The four primary concerns for most consumers are: i) monthly payment, ii) time to debt freedom, iii) total cost, and iv) the credit rating impact of the consolidation program. Be sure to evaluate each program, relative to your prioritization of these factors.

Since there are a variety of online debt consolidation options, including credit counseling, debt negotiation/debt settlement, a debt consolidation loan, and other debt resolution options, it is important to fully understand each option and then pick the solution that is right for you.

Credit Counseling

Credit counseling, or signing up for a debt management plan, is a very common form of online debt consolidation. There are many companies offering online credit counseling, which is essentially a way to make one payment directly to the credit counseling agency, which then distributes that payment to your creditors. Most times, a credit counseling agency will be able to lower your monthly payments by getting interest rate concessions from your lenders or creditors. It is important to understand that in a credit counseling program, you are still repaying 100% of your debts but with lower monthly payments. On average, most online credit counseling programs take around five years. While most credit counseling programs do not impact your FICO score, being enrolled in a credit counseling debt management plan DOES show up on your credit report and, unfortunately, many lenders look at enrollment in credit counseling akin to filing for Chapter 13 Bankruptcy or using a third part!
y to re-organize your debts.

Debt Settlement

Debt settlement, also called debt negotiation, is a form of online debt consolidation that cuts your total debt, sometimes over 50%, with lower monthly payments. Debt settlement programs typically run around three years. It is important to keep in mind, however, that during the life of your debt settlement program, you are NOT paying your creditors. This means that a debt settlement solution of online debt consolidation will negatively impact your credit rating. Your credit rating will not be good, at a minimum, for the term of your debt settlement program. However, debt settlement is usually the fastest and cheapest way to debt freedom, with a low monthly payment, while avoiding Chapter 7 Bankruptcy. The trade-off here is a negative credit rating versus saving money.

Debt Consolidation Loan

Many people think first of a debt consolidation loan when seeking online debt consolidation. This option typically means a second home loan (or home equity line of credit) or refinancing your primary mortgage. In a debt consolidation loan, you exchange one loan for another. The most frequent form is taking out a mortgage loan, which carries a lower interest rate and is tax deductible, to pay off high interest rate credit card debt. It is important to be aware that shifting unsecured debt to secured debt can create a volatile situation, if there is ever a chance that you cannot afford the new mortgage payment you are now putting yourself at risk of foreclosure! In the case of a debt consolidation loan, most mortgages are 30 year loan, which means that the total cost and the time to debt freedom could be very high but the monthly payment will be lower than other options and there is no credit rating impact.

Net-net: while there are many forms of online debt consolidation, many people with good to perfect credit who own homes should look into debt consolidation loans, while consumers with high credit card debt and poor credit may want to explore debt settlement or debt negotiation. However, each consumer is different, so find the online debt consolidation option that fits for you.

Brad Stroh is currently co-CEO of Freedom Financial Network and http://Bills.com. If you would like more of Brads articles, please visit the http://Bills.com information on Credit.Mortgage Lead Transfers
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Nine out of ten employees have had thoughts of entrepreneurship at one time or another, whether they admit it or not. No matter how great the job and how great the pay, sometimes the pressures of a 9 to 5 job can get to you. Sometimes the idea of being in control, of making decisions solo, of working for as little and as long as you like sends surges of excitement throughout your brain and leads you to daydreaming and brainstorming by your lonesome.

Its not impossible. Some of the biggest companies and the most successful businesses we now know and respect began life as home businesses. Dont believe me? Check out Banana Republics roots.

If youre seriously falling out of love with your job, finding less and less joy in working and the thought of looking for another employer freezes you from head to toe, then maybe those dreams of entrepreneurship might just work for you. If you earnestly believe this is your path, then here are a few tips to keep your fires burning.

Got the dream? Make it work.

You are only a king in your dreams. When you wake up, there wont be a throne waiting to catch you when you fall. While dreaming is an excellent way of generating ideas, it really will earn you zero dollars if you dont see if they actually work. Visualizing yourself enjoying the fruits of your home business may prepare your mind for future achievement, but in the end it is your hands that will determine whether your dream will work or not.

Have a plan

Plans are the blueprint of your dreams, the closest you will get to touching them at this point in time. Dont be afraid of lists and make one detailing your personal characteristics, abilities and weaknesses. Break down your dreams into smaller bits and match your abilities with those units. This will let you see what you lack in terms of preparation and resources.

List down as many sources of information and supplies as you can and try to get what you need day after day. You may be approaching your dream home business in small increments, but this means youre moving forward. And moving forward means progress.

Use what you know

The old adage, work with what you love and the money will follow is only true if you go in with enough skills and knowledge about your service or product. The entrepreneurs who actually became success stories while claiming zero to little knowledge of the business are more the exception than the rule.

Accept what you can and cannot do and concentrate on tasks that can make effective use of your abilities. As for aspects you know little or nothing about, get help.

Seek an alternative

Sometimes you just really want to test the waters, so to speak. Its not really the fear and apprehension, but its more likely that you have no idea what the risks will be until you actually expose yourself. If you dont want to take a full dive, then go part-time.

Getting a feel of the business part-time will allow you to experience its operations without too much risk while giving yourself the opportunity to push your business using a hands-on approach. Plus, theres less apprehension factor since you have the assurance of your full time job.

Learn from the masters

If possible, get someone to teach you the ropes. Even the best sources from books, magazines, the internet and graduate schools will not be enough to help you survive the shaky initial stages of building your home business. Learn from someone whos been there, do your research, ask questions.

Seeing green

The prospect of earning unlimited income is probably one of the most attractive possibilities in setting up a home business. After all, you will be your own boss. Every single cent you earn from your little venture will go to no one elses pocket but yours. But when it comes to earnings, its worth knowing that you need money to make money.

It is also important that you keep your expectations to a realistic minimum.

To the brave belongs the prize.

Youll never know what youll get until you do it. Possibilities can only be turned into opportunities if youre willing to have a go at it. Luck and feng shui may calm your jitters, but they wont do much for you if you just sit around biting your nails. If you want it hard enough, then make it come true. Your dream home business can only materialize if you and no one else, make it so.

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Though secured loan is easier to avail for any borrower but in case of the borrower is labeled as having bad credit history, lenders turn extra cautious because of the risk involved in the loan offer. Considering that these people still need to borrow to meet necessary expenses, bad credit history secured loan is designed especially for them. The loan therefore is offered without hurdles. One can use bad credit history secured loan for different purposes like home improvements, buying vehicle, clearing medical bills, going to a holiday tour or even paying off debts.

Bad credit history means the borrower has repeatedly defaulted on payments and has faced CCJs or filed for bankruptcy which is represented in borrowers credit report and credit score. On FICO scale, credit score ranges from 300 to 850 with a score below 600 considered as the borrower is having bad credit history.

Despite your bad credit history you can easily avail bad credit history secured loan. The loan has to be secured through any of borrowers property like home, vehicle or jewelry placed with the lender as collateral. Once the lender has the collateral, bad credit history is not of big concern to the lenders as in case the borrower repeats the mistake of payment default, lender is free to sell the borrowers property to recover the loaned amount.

On the back of the collateral, lender can offer a bad credit history secured loan anywhere in the range of 5000 to 75000 for a repayment term of 5 to 30 years. The loan has this added attraction of lower interest rate which matters most for people with bad credit history. What is more, interest rate may get reduced than the average one if right loan package is extensively searched. One can get the loan at further lower interest rate if the borrowed amount is kept below the equity in the collateral. For availing greater loan higher equity collateral like home should be offered to the lender.

You can not do much about your bad credit history but before approaching to the lender get a copy of your credit report from a reputed agency and check it for errors and inaccuracies. Also pay off easy debts to assure lender that you are serious in clearing debts.

Better apply online for bad credit history secured loan. You will get numerous loan offers out of which you can pick up suitable one having competitive lower interest rate and easier terms-conditions. Online lenders take no loan processing fee which reduces loan availing cost.

Bad credit history secured loan improves your credit score and credit history also when paid off in time. So clear the monthly installments in time. The loan meets all your necessary expenses despite bad credit history, a big opportunity for any borrower.

Peter Taylor is a senior financial analyst at BadCreditSecuredLoan with an acumen for finance and insurance. In recent years he has taken up to provide independant financial advice through his informative articles. His articles are widely read because of the lucid manner of wriiting and thoroughly researched datas. To find secured loan, bad credit secured personal loan, bad credit secured loan UK, bad credit homeowner loan, bad credit history secured loan, bad credit loan, cheap secured loan that best suits your need visit http://www.badcreditsecuredloan.netExclusive Mortgage Leads
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There are 6 Major 'Sales Prospecting Errors' that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three.

In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following:

It is an Action that is tied directly to the end result (Good or Bad)

It can be individually isolated and trained to for Improvement

It can be objectively Benchmarked and Measured

Next, we identified that the act of communicating one-on-one to a Targeted prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone.

And the measurement of that competency was determined to be your Conversation-to-Appointment ratio which nationally averages out to somewhere between 4%-18%.

And if we choose to build a Prospecting System to support a sales performance training objective to improve that ratio it would enable us to set more targeted Top-down appointments in less time. And achieving that would allow us to obtain additional results and make us more money.

Not an unworthy mission for sure.

Additionally, we listed (6) sales prospecting reasons why the national Conversation-to-Appointment ratio is only 4%-18%.

Our mission for Part 3 is to isolate each of these reasons, understand why the majority of the sales population lives by the Definition of Insanity (Doing the same thing over and over again and expecting a different result) and then develop alternative strategies to raise our Conversation-to-appointment ratio.

Sales Prospecting Error #1

We dont seek to first (Before we pick up the telephone) understand the Prospects internal business challenges parallel to our solutions offering, and then model our appointment communication approach around it.

How many times have you received a solicitation call and listened to a stranger communicate nonspecifically about who they are and what they want. Let me say that againWho THEY are and what THEY want.

Just the other day I received a telephone call (I accept them ALL because they provide a great X2 training Lead source) and the nice lady on the other end of the line started to tell me all about who she was and what her company did.

I let her go on for a while and then asked her a specific, closed-ended question:

Do you understand who I am and what Im trying to accomplish as it relates to what you are selling?

Well, she did not. So I kindly left the door open to her if she decided to check out my website and find out (first) Who I am and what I want.

Dont you think thats fair? After all, arent most business people (Business levels tied to fiscal responsibility) open to learning about ways to recover costs, improve productivity, decrease risk, increase profits or provide a measurable Return on investment as long as it gets to the point and in line with ones own Internal language not in a nonspecific marketing language of product/service and feature-benefit.

Instead of Who you are and what you want, try switching to What you know specifically about Me, Myself and I; MY responsibilities, MY business objectives and how you think you can help ME meet them.

The web is a great resource tool for investigating general business objectives of a company; items like business web sites, 10K reports, annual reports, investor sections, Press releases and published articles. Scanning those items prior to picking about the telephone is your first winning step in the process; Who they are.

Now for the second part; What they want. Think of this in terms of title of responsibility and how your offering (if the shoe fits) can help them meet their personal business objectives or what I like to phrase Marching Orders. If you dont know, go get some Business Acumen training around the title of responsibilities you choose to call on. Because you want to be able to discuss specific business challenges as it relates to their title of responsibility.

Or if you are a self-directed person, do what Ive done for years. Interview each new client and ask them what type of communication would make them sit up and take notice coming from a strangers initial business contact. Develop a stock series of questions to allow you to document what is important to them as it pertains to accepting business appointments and outsourcing solution providers.

Youd be amazed at the amount of valuable data you can collect just by asking for 5 additional minutes after closing a new sale. Go to school on your new clients and earn a Masters degree in Business Title Insight.

Sales Prospecting Error #2

We settle for a business level of contact that has no direct fiscal authority.

Your Playing Field is who you decide to call on and why. And there are basically (2) strategies in picking your Playing Field; a Bottom-up approach or a Top-down approach.

The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question Who handles your telecommunications needs? Guess where they are sent? If you said office manager you guessed right. If you said Head Janitor you werent far off. Is there anything wrong with that? Not really; its legal and a lot of folks out there do it.

But lets think through this option as a Business person would. Historically, a bottom-up approach promotes a:

Lower 1st appointment to Proposal ratio

Lower Closing ratio

Higher Sales cycle

Lower Average revenue per sale

That being said, from a Business person view, if we had our choice, we would choose a Top-down approach; meeting with the highest appropriate level of contact for our product/service.

And this is important. If our product/service is tied to a measurable Return on Investment, in soft or hard dollars over time, we need to be initially engaged with the correct title in our Prospect company. And thats the fiscal authority that can make a business decision in line with our business solution.

Sales Prospecting Error #3

We sell our product/service instead of selling the diagnostic steps in our Evaluation Process

So far we have decided to call on the highest appropriate level of contact for our service offering, someone that is tied to the P&L; simply, they have some Skin in the Game. And we know with a Top-down strategy we need to understand who our target Prospect is and what theyre trying to accomplish as it relates to what we are selling. And thats BEFORE we pick up the telephone, right?

Imagine now we make that prospecting call and start to talk about our Widget; meaning our Products features and benefits, our excellent customer service, how many years weve been in business and our fantastic customer retention rate.

Are you beginning to understand now why the average Conversation-to-appointment ratio is 4-18%? You might as well read off your Marketing Departments latest brochure. This is a major sales prospecting mistake because it doesnt speak first to the correlation between what your Prospects general business challenges are (By industry and title of responsibility) and how your service has helped other business people with the same titles and internal challenges.

The $100,000 question is how one goes about transitioning from a Product/service specific conversation to a Business Reason to Meet conversation.

My answer to this question is to communicate your companys service solution as a System. One definition of a system is a series of Components and Elements that when working in unison affects a required result. It makes things better. It lowers that Business Challenge wall.

Those ultimate business results could be cost recovery, lower overhead, higher employee production, increase profit margin, more return on investment, faster time to market, etc. That depends on your particular systems solutions and what business challenges they are tied to.

The Components of your system are sub-systems comprising a series of elements that deal with particular business issues. As an example, if you were a Security Solution Provider your components might be themed Loss Prevention, Business Operations and Risk Management, each again dealing with a relevant business challenge.

The elements of your System are the individual products/services that you provide your clients depending on their unique business challenges and where they may have some leaks in the ship. Communicating to individual elements specifically during a prospecting sales call will take you down the Slippery slope of low sales appointment conversion ratios and low sales commissions.

In-between your Components and elements you have internal Business issues. In the same Security Solution Provider example, your prospects business issues could be Fire/Life Safety, Theft, Sweet-hearting, Vandalism, Sabotage, Robbery, and Harassment just to name a few.

Its your responsibility for an effective prospecting sales call to sell the Diagnostic steps in your evaluation process; to appraise if your System, with its series of Components and elements can facilitate lowering your prospects Business Challenge Wall; effectively gaining a Return on investment in a measurable way; because Business people are accountable to ROI.

In Part 4; How to Double Your Sales Appointments in Half the Time, we will discuss the final 3 Sales Prospecting Errors and outline some proven solutions that will head us toward our worthy goal of spending Less time to achieve more targeted Top-down sales appointments.

Jeff Hardesty is a National sales speaker, Sales performance improvement consultant and the Developer of the X2 Sales System, a blended sales prospecting training system that teaches sales professionals the competency of setting targeted C-level business appointments. Live Mortgage Leads
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