THE HUMAN SIDE OF SALES / THE IDEAS
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32 perspectives on sales psychology, leadership, AI, and the people behind the numbers. Read the full posts, then join their original LinkedIn discussions.
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Your Next Sales Objection Might Be an iPhone.
The mortgage industry has a new gatekeeper. It doesn't wear a headset. It doesn't attend sales meetings. And it has absolutely no interest in your month-end quota.…
Read the perspective →AI & sales · 2 min readThe Customer Has AI. You Have a Sales Script. Good Luck.
Picture a mortgage borrower answering the phone. Loan officer: "Before we get started, what do you know about refinancing?"…
Read the perspective →Leadership · 2 min readYour Customer Can Hear the Leaderboard in Your Voice.
Salespeople develop a particular sound on the last business day of the month. Somewhere between an auctioneer and a man sprinting toward a closing airport gate.…
Read the perspective →Buyer psychology · 3 min readYour Sales Pipeline Is Haunted by Polite People.
It's Halloween, so let's discuss one of the most terrifying phrases in sales: "Yeah, absolutely. Send me something."…
Read the perspective →Sales craft · 2 min readNobody's Bragging About Your Sales Script at Thanksgiving.
Nobody stops passing the mashed potatoes to announce: "You HAVE to meet my loan officer. His objection-handling framework was breathtaking."…
Read the perspective →Sales craft · 2 min readThe Human Side of Sales | Every Number Has a Human Story
There's a special kind of exhaustion that comes from explaining your life to a company that already has all your information. Picture a mortgage borrower trying to lower …
Read the perspective →Buyer psychology · 2 min readWe've Made Borrowing Money Easier Than Asking About It.
A borrower can apply for a $400,000 mortgage from their phone, upload a small autobiography of financial documents, and sign 37 pages without touching a pen. Then whisper…
Read the perspective →Sales craft · 2 min readWe've Automated the Follow-Up and Forgotten the Follow-Through.
Your CRM says you've contacted the borrower 11 times. Your borrower says you've answered exactly zero of their questions.…
Read the perspective →Leadership · 2 min readThe Mortgage Industry Doesn't Have a Lead Problem. It Has a Lead Distribution Problem.
What if we've been measuring the wrong thing all along? Two loan officers receive 100 leads each.…
Read the perspective →Culture · 2 min readHumanity's 2026 Annual Performance Review
Employee: Homo sapiens Title: Smartest species on Earth (self-reported; references unavailable)…
Read the perspective →Leadership · 2 min readIF YOUR SALESPEOPLE ARE COMPETING AGAINST EACH OTHER MORE THAN THE ACTUAL COMPETITION, YOU DON'T HAVE A SALES TEAM.
YOU HAVE A CIVIL WAR. And here's the fascinating part.…
Read the perspective →Culture · 2 min readWHEN YOUR IDENTITY BECOMES YOUR IDEOLOGY, THE TRUTH CAN START TO FEEL LIKE A THREAT.
And this might be one of the most dangerous things that can happen to a leader, a salesperson, or anyone trying to grow. Think about it.…
Read the perspective →Leadership · 2 min read☀️ THE MOST POSITIVE PERSON IN THE ROOM ISN'T ALWAYS THE ONE SMILING.
Sometimes it's the person brave enough to tell everyone the truth. Think about that.…
Read the perspective →Leadership · 2 min readTHE BIGGEST THREAT TO A GREAT SALESPERSON MIGHT BE A MANAGER WHO NEEDS TO BE THE SMARTEST PERSON IN THE ROOM.
Imagine you're in a sales meeting. A salesperson asks:…
Read the perspective →Buyer psychology · 2 min readTHE BORROWER WHO ASKS NO QUESTIONS MIGHT BE THE ONE YOU SHOULD WORRY ABOUT MOST.
And here's why. You just spent 30 minutes explaining interest rates, closing costs, loan terms, and monthly payments.…
Read the perspective →Buyer psychology · 2 min read🧠 THE MOST DANGEROUS WORDS A BORROWER CAN SAY ARE "WHATEVER YOU THINK."
And some salespeople mistakenly hear those words as the ultimate sign of trust. Think about it.…
Read the perspective →Buyer psychology · 2 min read📱 YOUR TEXT MESSAGE HAS A TONE. AND YOUR CUSTOMER MIGHT BE INVENTING IT.
Here's something fascinating about sales psychology. You can send a perfectly innocent text and create an emotional reaction you never intended.…
Read the perspective →AI & sales · 2 min readTHE MOST EXPENSIVE WORD IN SALES MIGHT BE "SURE."
I gave ChatGPT a new job: Play a mortgage borrower who's hiding their real concerns. The first thing my imaginary borrower said?…
Read the perspective →Sales craft · 1 min read🎶 "Rate-lockin' in my Crocs..." 🐊🏠
It's Friday, and somewhere in America, a loan officer is negotiating a $400,000 mortgage while wearing $29 footwear and wondering if they remembered to unmute themselves.…
Read the perspective →Buyer psychology · 2 min read🔥 THE BEST SALESPEOPLE DON'T CREATE URGENCY. THEY REVEAL IT.
And that distinction might be one of the most misunderstood concepts in sales. Think about it.…
Read the perspective →Buyer psychology · 2 min read🧠 SALES EMPATHY IS EMOTIONAL INTELLIGENCE IN REAL TIME.
And one of the biggest mistakes in sales? Assuming everyone wants to be treated the way YOU want to be treated. You can have the perfect product, competitive pricing, and…
Read the perspective →Buyer psychology · 3 min read"I NEED TO TALK TO MY SPOUSE."
Congratulations. Your borrower just reminded you that their marriage is more important than your commission. And somehow, sales training has convinced people this is an o…
Read the perspective →Buyer psychology · 2 min read🧠 THE MOST IMPORTANT QUESTION A BORROWER ASKS IS OFTEN THE ONE THEY ASK TWICE.
And most salespeople completely miss why. A borrower asks, "Is this a fixed rate?"…
Read the perspective →Sales craft · 2 min read🦁 SALESPEOPLE EITHER SURVIVE IN THE JUNGLE OR EXIST IN THE ZOO.
And too many companies are hiring lions just to teach them how to sit. Think about it.…
Read the perspective →Leadership · 2 min readThe Best Leaders Carry Three Things That Never Appear in Their Job Description.
A mirror. A flashlight. And an umbrella. Stay with me.…
Read the perspective →Sales craft · 3 min readSalespeople Are Allergic to Silence. And It's Costing Them Deals.
I've spent years in sales, and I've noticed something fascinating. You can train a salesperson to overcome objections, build rapport, explain complex products, and delive…
Read the perspective →Leadership · 2 min readManaging Your Manager: The Most Important Job You Were Never Hired to Do. 😂
Corporate America spends billions teaching managers how to manage employees. But who's teaching employees how to manage their managers?…
Read the perspective →Leadership · 2 min readThe Corporate World Has Confused Obedience With Loyalty.
Corporate America sometimes treats agreement as the ultimate employee virtue. Doesn't challenge decisions.…
Read the perspective →Buyer psychology · 2 min readYour Borrower’s Tone Might Tell You More Than Their Credit Report.
After years in mortgage sales, I’ve learned something no script, CRM, or mandatory training ever really teaches: Sometimes the most important thing a borrower tells you i…
Read the perspective →Leadership · 2 min readThe Best Salespeople Are Often the Worst Employees.
Corporate America has spent decades trying to figure out how to hire exceptional salespeople. Then, once they hire them, they spend even more time trying to make them ord…
Read the perspective →Sales craft · 2 min readWHO'S YOUR STEP DADDY? 🤔
The question nobody asks in sales… but maybe there's an important lesson hiding behind it. I've been thinking about something that I believe deserves a much bigger conver…
Read the perspective →Culture · 1 min readYou can learn a lot about a company by looking at how it hires people.
I think you can learn even more by looking at how people leave. How does the company treat someone who resigns?…
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