Another great book which helped prepare my DLC University presentations.
Once again suggested by another Great influence in my life and business, Tony Spagnuolo.
Selling the Invisible – Harry Beckwith has become another heavily dog eared book on my ‘Go-To’ shelf.
Although I tend to think of an Expert Mortgage Brokers role as that of trusted advisor, liaison to the lender, and distiller of options – I suppose there is still something that our clients are ‘buying’ into when they work with us.
Having the highest integrity, adhering to strict client confidentiality, and always doing what is right for the client may well be woven into the fibre of your being, but it is important to understand how to convey these qualities clearly and properly.
This book helps me do these things just a little bit better.