Inch by inch it's a sinch. Yard by yard it's hard.
He buys lists of high interest borrowers and those with PMI
He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent
A lot of people say "maybe" and he drips on them
New, fresh customers in one part of the database and then the "maybes"
FU means "Follow Up"
FU to FT (follow through)
Work smart and work hard
The Big Four
Twitter
YouTube
LinkedIn
Facebook Business Page
The fifth is TikTok. It's unbelievable over there!
He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects
He gets on Groups on LinkedIn and engages
Certified financial planners, Elder attorneys, etc. is where he posts and engages
Be careful not to oversaturate the groups
He posts once per week with fresh content
Give, comment, like, and acknowledge others
Contribute because givers gain
"It is in giving that you receive." St. Francis of Assisi
It is in giving that you receive."
People don't care about you
It's a slowly but surely kind of thing
It requires some patience
No one thing works. They all work.
He eventually gets some DMs and leads happen
Even his Facebook personal page gets him traction
Uses HootSuite to share onto his Facebook Page
"I remember things and I forget things."
His son persuaded him to write a book
His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's
His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve.
Paul doesn't want to write another book because it's hard!
Took him two years.
You gotta be willing to make mistakes...but never make the same mistake twice.
S.I.T.: Stay In Touch to succeed in sales."
It's best to learn from the mistakes of others
Without a goal, good luck!
In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%.
PDR: Practice. Drill. Rehearse. (Tom Hopkins)
You have to address the stalls and the "I'll be back."
"Come from your heart. Just to clarify for me."
The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?"
"If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen.
Silent and listen are the same six letters.
A lot of times they don't trust you.
Go find the decision makers.
Seek progress instead of perfection."
Be like Larry King and Oprah.
Ask open ended questions.
Get them to recognize the problem
Give them the tool to scratch the itch.
Listen with your eyes, your ears, and your heart.
If you wait for the perfect time, it'll never happen.