Mortgage Journal Hypothecaire - (Page 30)

BUSINESS BUILDING | DÉVELOPPEMENT COMMERCIAL Make Money, Not Excuses Creating rapport with prospects is essential Gagnez de l’argent au lieu de trouver des excuses Il est essentiel d’établir un bon rapport avec les prospects By/par Sam Chauhan Conference Speaker / Conférencier O ne of the most crucial tools when it comes to success in the mortgage business is learning how to create instantaneous rapport with anyone. Here is the interesting thing about communication that many people do not realize: seven per cent of effectiveness in communication is due to words, 38 per cent is due to vocal tonality, and 55 per cent is due to physiology. gy For mortgage brokers, this is essential in nformation. If the typical method of generating new clients is through mail outs or printed ads, only se even per cent of people are being affected. Making phone calls to increase production is better, as it will affect 38 per cent, but creating g rapport by means of physiology will be the e most effective. Mail outs and ads are better then nothing, making prospecting calls i is on succès a continué de croître avec mon exploration rigoureuse du plus grand nombre possible d’écoles de p pensée pour accroître mes affaires et comprendre comment négocier plus de prêts. co né L’une des techniques les plus cruciales est d’établir un rapport instantané avec n’importe quelle b blir autre personne. Voici un fait intéressant que au peu de gens connaissent sur la communicap tion : 7 % de la communication passe par les t mots, 38 % par le ton de voix et 55 % par m le langage gestuel. Cela veut dire que, si un l courtier hypothécaire recrute ses clients par c des publipostages ou des annonces imprimées, de il n’a n’atteint que 7 % des gens. Recruter par téléphone permettra d’atteindre 38 %, mais c’est le pho Sam Chauhan langage gestuel qui sera le plus efficace. Mieux lang vaut faire un publipostage que de ne rien faire, mais téléphoner est encore meilleur et rencontrer les gens en personne est le plus efficace de tout. La technique pour établir M 30 I MORTGAGE JOURNAL • JOURNAL HYPOTHÉCAIRE I October 2008 • Octobre 2008

Table of Contents for the Digital Edition of Mortgage Journal Hypothecaire

Mortgage Journal Hypothecaire
Contents
Chairman's Remarks - AYear in Review
President's Message - Listening
Get Back to Basics at CAAMP's 2008 Annual Conference
Conference Fact Sheet
Fiche Technique du Congrès
Make Money, Not Excuses Creating Rapport with Prospects is Essential
Mike Duffy: A Voice for Canada
Life-Long Learning: Your Key to Employability
Ensuring Stability - Government Lending Changes Aim to Protect Canadian Market
Consumers Hang up on Telemarketing: Do Not Call List Will Affect Lead Follow-Up
Canada's Housing Markets - Mid Year Review
Ethics Complaint Report
New Amps
New Members
Index to Advertisers

Mortgage Journal Hypothecaire

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