Habits of a 90-Day Sales Manager with Dr. Bruce

Today I am happy to welcome back to the podcast Dr. Bruce Lund - Founder and Director of 90-Day Sales Manager - a 12-week master course on how to explain and sell your unique value, perfect your prospecting and follow-up, onboard and retain clients, create a world-class brand, and build your confidence.

This is the second episode with Dr. Bruce, and we’ll be talking about habits 1-5 of the 90-Day Sales Manager system. From being proactive, to following up, to keeping your name and business front of mind, Dr. Bruce gives us easy-to-follow steps, along with tips on how to achieve each one in the 90-Day Sales Manager system.

Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?

Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Discussion Points:

Conference season is in full swing in September/October
Habit #1 was touched on last time - crafting your “message,” differentiating yourself, and overcoming the ‘commodity trap’
Habit #2 - ‘proactive prospecting’ The mindset is-helping/educating your target segments. Be proactive and follow up.
Habit #3 - Fortune is in the follow-up, how are you fighting to win the business?
Habit #4 -The customer experience, what is your 90-day client onboarding process?
Nurturing your leads instead of going on to the next deal. Every deal can be worth four more deals! Ask at least twice for referrals.
Advocates vs. promoters - promoters keep you in business, but advocates are the real rock stars of your contacts
Quick tips for small, textable videos - intro of yourself, steps of the process, intro to your insurance agent, don’t assume anyone knows how this all works
Habit #5 - one of the most important - self-promotion isn’t evil, it’s necessary - money follows attention and activity, be a person of influence!