You’ve got more to offer than a mortgage. Make sure your clients know it.
We’re pulling this one from the archives because the message still hits hard.
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Don’t sell rate. Sell value.
Rich grew up in a mortgage family, so for him, parental advice doubles as business advice. Coming from a time when rates were above 15%, Rich’s mom brought him a lesson that selling on rate is a fool’s game.
Instead, you should be taking on the challenge to know your client better than they know themselves and bring them value they didn’t know to ask for.
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