2006 LendingTree Loan Officer Sales Rally
Join us for our annual loan officer sales rally! Energize and refresh through an agenda packed with dynamic speakers - sure to motivate and inspire.
Visit www.lendingtreesalesrally.com for more information. Space is limited, so register today!
| Date: |
Thursday, March 23 - Saturday, March 25, 2006
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| Location: |
Adam's Mark Hotel, Dallas, TX
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| Cost: |
$149.00 for Certified Loan Officers
$199.00 for all other Loan Officers and Lender Management
Buy 4 @ $199, get 1 registration free!
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| Registration: |
Please register at: www.lendingtreesalesrally.com |
Get focused for 2006
at the Loan Officer Sales Rally
Join other successful loan officers for an exciting lineup of educational sessions, motivational speakers and networking opportunities all in the heart of Texas. Stand out from the crowd and attend the best Loan Officer Sales Rally yet!
LendingTree is proud to announce our keynote speakers:
Roger Staubach, Former Super Bowl Champion and NFL Hall of Fame Legend
With an impressive resume on and off the filed, no one knows more about leadership and teamwork than Roger. During his unparalleled career with the Dallas Cowboys, Roger led his team to six NFC Championship games and two Super Bowls. After his tenure in the NFL, Roger tackled the corporate world, founding the highly successful Staubach Company, a global real estate advisory firm. Learn from Roger as he shares his incredible experiences and secrets to success.
Jim Morris, Inspiration for the Disney Blockbuster, The Rookie
Jims life could be called a Cinderella story. Dreaming of the major leagues since childhood, his hopes seemed over after a devastating injury early in his career. His life went in a different direction and he was soon teaching and coaching baseball in West Texas. But a simple bet with his high school players had him back in the big league tryouts. A story about never giving up, Jims account will inspire all.
Time is running out! Reserve your spot today for the 2006 Loan Officer Sales Rally. Only $199 per person and $149 for Gold Leaf Seal loan officers. Register now at www.lendingtreesalesrally.com
Gold Leaf Seal Certification Update
Congratulations to the Q4 2005 recipients of the prestigious LendingTree Gold Leaf Seal. Recipients of the Gold Leaf Seal are top performers not only when it comes to closing loans, but also excel at providing excellent customer service. The Gold Leaf Seal is awarded quarterly, and certification is valid for one year.
The criteria used to determine the winners of the Q1 2006 certification round are available at www.lendingtreetraining.com. The next round of winners will be announced in early Q2!
Faces of Success
LendingTree recognizes that we have some of the best loan officers in the business working with our consumers. To recognize these outstanding individuals, we have launched the Faces of Success program.
Each month we will recognize one loan officer on the network that provides a unique perspective on working with LendingTree customers. Results will be announced monthly and published in our newsletter.
In addition, the winner we will be featured on our training website at www.lendingtreetraining.com for the entire month.
Managers are asked to nominate their outstanding loan officers via email to loprograms@lendingtree.com
We look forward to hearing about all the fantastic loan officers on the network!
Mark Your Calendars:
2006 LTU Live Schedule
LendingTree is proud to announce the 2006 schedule for LendingTree University Live:
Boca Raton, Florida May 11, 2006
Detroit, Michigan July 13, 2006
Irvine, California Mid August
New York Tri-State Area Mid October
LendingTree University Live is a great way to sharpen your professional skills and help ensure a successful year. Learn how to differentiate yourself from the competition with innovative techniques and insightful tips. Led by LendingTree Certified Trainers, these classes are upbeat, interactive and informative.
Updated content and a new format make LTU Live even more appealing for 2006. Incorporating feedback from last years participants, we have developed completely new curriculum focusing on fresh topics relevant to any loan officer. In addition, we have condensed the program to run from 10:00am to 3:00pm, allowing you to avoid rush hour and check-in at the office.
At only $179, LTU Live is more affordable than ever. Were pleased to offer our Gold Leaf Seal loan officers a discounted rate of $149.
LTU Live is better than ever! Mark your calendars and watch for more information. We look forward to seeing you at LTU Live and hearing how it positively impacts your business!
Congratulations to the 2006 Loan Officer Advisory Council!
The Loan Officer Advisory Council is a group of 13 loan officers who represent a cross-section of the LendingTree exchange. The Loan Officer Advisory Council is a forum for providing feedback on LendingTree products, services and initiatives and to share best practices and learnings across the exchange. The goal of the committee is to improve the quality of our loan officer programs and to increase conversion for all LendingTree loan officers. The group meets bi-monthly via conference call.
Congratulations to the following loan officers who have been selected to serve on the 2006 Loan Officer Advisory Council:
Michael Alexander WCS Lending
Dan Beyer RMC Vanguard
Michael Brown Oak Street Mortgage
Athena Cappuccio Chase BankOne
Sean Casey McLean Funding
Michael Culver Pinnacle Mortgage
Tom Fox Windsor Financial
George Harsh JLM Direct
Josh Zacharias Capital One Home Loans
John Martese Newport Lending
Dawn Raskulinecz NationsPoint
Brett Shaner The LendingConnection
Amy Stuhr National Bank of Kansas City
Apex Tip of the Month
Find a REALTOR®" Cross Sell in the Work Queue
We are very excited to introduce the Find a REALTOR® cross sell icon in the work queue. The Work Queue in Apex now flags QFs that are eligible for the Find a REALTOR® program. An icon shaped like a house will be displayed next to any QF that is eligible for the FAR program. Initially, the system will not flag QFs that have already been opted into the program, but look for that addition in the near future.
The Power of Pausing
By: Brian Tracy
Originally published in Brian Tracys Sales Success Newsletter on January 11, 2006
All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait.
Becoming a Master of The Pause
All excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications.
Three Benefits of Pausing
Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale.
Carefully Consider What You Just Heard
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person's words, you are paying him or her a compliment. You are implicitly saying that you consider what he or she has said to be important and worthy of quiet reflection. You make the prospect feel more valuable with your silence. You raise his self-esteem and make him feel better about himself.
Understanding With Greater Efficiency
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind. The more time you take to reflect upon what has just been said, the more conscious you will be of their real meaning. You will be more alert to how his words can connect with other things you know about the prospect in relation to your product or service.
The Message You Send
When you pause, not only do you become a more thoughtful person, but you convey this to the customer. By extension, you become a more valuable person to do business with. And you achieve this by simply pausing for a few seconds before you reply after your prospect or customer has spoken.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take time to carefully consider what the customer just said and what he might mean by it. Pausing allows you to read between the lines.
Second, show the customer that you really value what he has said by reflecting for a few moments before you reply.
