Broker Power-Up Podcast: Episode 74

Episode 74: The Pendulum Sale

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

In this episode, Jonathon kicks off a six-week long crash-course that’ll be breaking down Jonathon’s top sales strategies.

Broker Buzz

– Whether a parent can buy a primary residence for a college student without putting them on the loan, and why the “kiddie condo” rule has changed.

– The best tools for managing business finances, including QuickBooks.

– Whether Vantage scores are worth adding to credit reports, and why “heads we win, tails we tie” applies here.

Sales Training | The Pendulum Sale

When a client pushes back, most salespeople either give up or get defensive. Jonathon does neither. He agrees first. Agree, reinforce, swing, reframe, and ask.

When a client says they do not want to refinance because they just closed eight months ago, he says “I completely understand. I would be hesitant too. But the market has changed, and if I can show you a meaningful break-even point, would it make sense to at least look?” That is the pendulum in action.

Your clients are going to resist. That is their job. Your job is to keep the conversation swinging long enough to present an option that actually helps them.

Story Time | A Small Decision Will Open a Door