Jeffrey Gitomer: Single Biggest Rule in Sales

A New Post By The Mortgage Cicerone
A Guide for Mortgage Professionals
Read other posts by The Mortgage Cicerone

I have read every book written by Jeffrey Gitomer. If you haven't and you call yourself a sales professional, boy are you missing the boat. Jeffrey doesn't write or speak with theoretical pretense, he only teaches stuff that works in the real world.

I once had superstar originator Greg Clements speak to my sales team about what made him so successful. First let me give you background information on Greg and what type of production numbers he put up. In his last year of originating (2004), Greg funded 912 purchase loans. To say the least, he is a legend in his neck of the woods. Long story short, when Greg was introduced to my sales team, everyone there wanted to hear what he had to say. Greg walked up to the group and pulled out Jeffrey Gitomer's "Little Red Book of Selling" and told them everything they needed to be successful was contained in between the cover of the book he was holding in his hand. That was a pretty bold statement from someone who considered funding only 500 purchase units in a 12 month period a bad year.

Greg then read bits and pieces of the book and related it to our industry. While I had read the book several times, I consider that afternoon one of the most beneficial mortgage sales training sessions I had ever received.

Take the time to hear a snippet of Jeffrey sharing his single biggest rule in sales:

Comments

[Rodil San Mateo]

This video link is broken but Gitomer has a bunch of great videos on YouTube.