Archive for the ‘Sales’ Category

Is Your Tongue Hanging Out?

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales. Tagged: , , , , , , , , ,

1258645630_IrishSetterTongueAre you out of time? Out of energy?

Have you said lately: “I’m not going to respond to that email or phone call. Don’t they know how busy I am?”

Yet, the time you’re spending on your business is not exactly yielding the results that you really want.

What has happened to all of that time you are saving?

I have 2 secrets and I want to share it with you.

Here are the 2 secrets:

Secret #1: Eliminate unresolved issues

Secret #2: Say what you mean and mean what you say.

Sounds simple, right? You may even be wondering: “If I had more time I wouldn’t have unresolved issues and I could be a lot more clear with people. So what’s your solution Joel?”

I’ll tell you in a moment, but first let me you ask a couple questions.

Do you find yourself using responses such as:

  • “I’ll deal with that tomorrow,” even though you know the answer today?
  • “I’ll tell you when I can pay you tomorrow” even though t you know you won’t have the money for weeks?
  • “The underwriter should have the file approved any day now,” even though you have not submitted it yet?

Or, are you using wiggle words like:

“The check should be there”

“You should have …….you name it”

“The truck is on the road.” This is my favorite. When I built houses, I seemed to always ask, “Where the heck is the dirt?” and the contractor would always respond: “The truck is definitely on the road and should be there.” Eventually, I learned that this meant, the truck is on the road but it’s on its way to another job.

Can you believe that someone could be so disingenuous? Can you imagine the stress that he lived with? Can you imagine the power that this stress drained from him? He died a few years later of a heart attack well before his time.

I have found that the use of wiggle words, misdirection and even out-right lies demoralize you and serve to drain your inner power. Why? It’s wrong and your body, soul and spirit are not in harmony with life and thus you are draining power at every turn.

Unresolved issues have the same effect and you may not even realize you’re doing it. For example, if you’re leaving issues for tomorrow even though you know that tomorrow will yield the same answer, you’ll find that the extra time spent worrying about the call you must make is really burning up not only your time but your energy as well. Let me give you some examples:

CALLER: “Can you pay this bill today?”

YOU: “I’m not sure, let me check, call me tomorrow.”

CALLER: “I want to get together with you to resolve a misunderstanding.”

YOU: “I’m busy now, but let’s get together at a specific time next week.”

Another option is the one that I have come to prefer: Handle as many issues on the spot as possible. (Of course, you must time block your day manage the interruptions.)

If you don’t want to talk to the person, just say it and say it fast:

“You know, I am really upset about XYZ, the way you handled XYZ, and in the future, I would prefer that our relationship operate in this different manner…” and then spell it out.

By the way, if you don’t know the answer to a question or problem say, “I don’t know and I will know on (insert date) and then I will call you.” Of course, make a note, work on the problem and do what you said you would do and call at the appointed hour. And don’t be a passive aggressive and tell someone what you think they want to hear. That’s actually worse.

So what’s the action plan?

Action item #1: Decide to take control of your words. Say what you mean and mean what you say. That seems so simple but it is really very powerful.

Action item #2: Resolve issues on the spot if at all possible. If not, make a plan, and then stick to the time schedule. Do not allow issues to remain unresolved. If you know the answer today, state it. If someone asks a question, answer it, now or at least at a specified time-and then actually do that.

Determine to establish certainty in your words, actions, agreements and schedule.

Then and only then will you have more energy, time power and ultimately accomplishment. Try it. What do you have to lose?

To your success,


Joel S. Pate, Founder & Chairman

Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him

If you want to learn how Joel created over 5000 referral sources in eight years, click here:

Need a change? You don’t have to look very far to begin …,

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales, Uncategorized. Tagged: , , , , , , , , ,


To make the changes you need, you can begin by looking in the mirror. The good news is that you’re in control of making many of the changes you need.

Everyone always asks, “When will this change?”

But it is the WRONG QUESTION to ask. The correct question is: “When will I change?”

The good news: You’re in control.

To me, this is very good news. At least it’s up to me and I won’t be waiting around for somebody else to find the time to help me. I can do it myself. Of course, we are talking about issues like money, credit, lifestyle, people, etc. Some things you just have to accept and the acceptance of them will determine how you deal with them so then we are right back on topic. You can change so many things that at this moment are causing you a great deal of difficulty so there is no reason not to take action.

Several years ago, when I was going through my first financial crisis, my first unofficial mentor gave me some advice that I would like to share with you now. Over the years this advice has served me well. His words never left me and I’d encourage you to remember them too: “You are earning exactly what you are worth. If you want to earn more, become worth more.”

For example, if you are looking at the market and saying to yourself, “I should be able to close more loans because…” and you don’t have a sound reason then you need to digger deeper and ask yourself several tough questions (more about that in a moment). First, let me give you a couple examples of what I mean by a sound reason:

  • I have realistic plans to add to the number of referral partners that send me business; or
  • I am going to increase my marketing efforts that have already proven to work.

If you can’t give reasons like those then you need to dig deeper and ask yourself questions like:

  1. How many contacts with new referral partners will I make this week?
  2. On what day and at what specific time of the day will I make these contacts?
  3. What am I going to say?
  4. How will I follow up?
  5. What is my USP (Unique Selling Proposition)?

And then you actually execute on the actions!!!!

Your past can dictate your future

To have more, to accomplish more, to keep more, you must accept the fact that you have exactly what you have because and only because of your past thoughts (the way you chose to see the world with you in it). Your past actions are a direct result of those thoughts. Now, I am only speaking of real and actual sustained actions that have sufficient energy and not those things that most people call actions.

An example: When you work out, if your shirt is not very wet with your sweat you have not worked out with sufficient effort to have made a difference. If your muscles do not hurt from time to time, you have not placed sufficient demand upon them to cause improvement. Instead, you have simply gone through a process that resulted in self deception.

We all must accept the fact that we are only accomplishing up to and not beyond the level of our own worth. To have more, you must become worth more. Worth consists of a number of things not the least of which is…

  • Effort
  • Energy
  • Knowledge
  • Time

So often when problems are “all around us” it is hard to define the truth. The truth is that you are going through a problem and YOU will get through it. But that’s not the whole story. The rest is that you have to change yourself, your actions, your thoughts, and the amount of energy you apply, to break free of the problem.

Are crises self-inflicted? Decide for yourself…

From my experience, I find that unwillingness to change is not only what prolongs a crisis but most often what caused the crisis. Over the years, I can recall a number of crises that were self inflicted. Nearly every one of them was caused by my unwillingness to change, accept the truth, and do something about it. How about you?

What change must I make? That is the question.

The lesson:

- Embrace change before you are forced to

- Unwillingness to change can causes a crisis

- A crisis causes a loss of control

Admitting and embracing this truth will diminish the number of crises and will help you stay in control.

It really is a good thing that you have the power to change your circumstances and that you do not have to rely on anyone else.

To your success,


Joel S. Pate, Founder & Chairman

Ox Publishing

Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him

Here you go … my ultimate referral system

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales. Tagged: , , , , , , , , ,

To help you finish strong for the month and to increase business as much as possible during the coming months, I’m doing something a bit different. I’ve included a link to a very informative webinar hosted by my friend Mike Citron earlier this month.

During the call, Mike and I go into a great amount of detail on the techniques used, and lessons learned, when I built from scratch a referral network of over 5,000 loan originators that sent my company over 68,000 home buyers in eight years.

This massive success can be replicated by you in this market place and I want to show you how.


I’ve NEVER shared some of this advice before.

Also, Mike and I discussed during the first part of the call the importance of using personality profiles in the hiring and management process. This 30 minute teaching will provide you with the basic insight needed to improve your hiring and management process today. Not knowing these basic techniques have cost me millions of dollars over the past twenty six years in business. Even if you are not ready to hire someone right away, you need to listen to this recording today.

Listen as Mike and I discuss how to:

  1. Immediately increase your personal power with others
  2. Improve your relationship with your wife/husband, children, employees and referrals sources
  3. Make more money by hiring the right person for the right job

Save this link for future reference. Every time you go through the hiring process, you should listen to this valuable recording.

Click Here to get download this webinar. And don’t forget, the training on recruiting and maintaining referral partners is on the second half of the recording.

If you have any questions about the systems discussed on the call, please email me. I will respond to you as quickly as possible.

Click Here to download it now.

To your success,


Joel S. Pate, President

Ox Publishing

What you don’t know can be a killer

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales, Uncategorized. Tagged: , , , , , , , , ,

As a result of my ignorance my dog Buddie almost died last month.

He had been eating the stalk of a palm plant on the back porch after it died from the winter freeze.

I had no idea that some plants, especially palms, have toxins that will harm a dog’s liver and other organs. And I should add Buddie was no help either – apparently he never read the studies either showing that palm plants can be lethal to dogs.

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For several hours afterwards, our entire family was very saddened by what appeared to be the bad news. Fortunately, old Bud has attention deficit disorder and never ate enough of the stalk to kill him. I guess ADD runs in the family because I certainly have it too.

Here’s my point: I really care about Buddie and plan to read a book on 101 things dog owners should know so they don’t kill their best friends.

What are you going to read and study? How are you training your mind to move your career, relationships, business, marketing, along?

Why don’t we discipline ourselves to learn all that we need to know?

The main reason is that no one ever calls you up and asks you, “Did you develop a new marketing plan today?” No. Instead the phone rings with “Hey, you’ve got to get some more business or we’re going to go broke.”

So, in a fit of reaction, you run out to try to find new business the same way you have been doing, which truth be told hasn’t been working very well and caused the problem to begin with.

My advice: Make it your purpose to implement one change with one new book, audio series or seminar at a time.

A lot of information that has been very beneficial over the years is probably in your inbox right now. Take a few minutes to read those things you said you would look at later – and delete those things that aren’t useful. (Hopefully, this is one of those emails you keep!)

Consider this your jolt of the day to go do something to help yourself for a change.

To your success,


Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him If you want to learn how Joel created over 5,000 referral sources in eight years, click here:

My best tip for setting goals – try it

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Home Builders, Leads, Management, Mortgage Loans, Sales, Uncategorized. Tagged: , , , , , , , , ,


Is goal setting like making a wish? It doesn’t have to be. Read on to find out how to set realistic goals and actually achieve them.

I recently overheard a business associate make the statement: “Goals suck!”

Why, I had to ask, do goals suck?

My visibly upset friend said, “I missed my numbers again. I didn’t bring in or close as much business as I had planned. My goals never come true,” he said. After a few minutes of investigating the method that he utilized to establish these important and necessary fundamentals of his business, I said to him, “You mean your wishes suck?”

Real goals do not demand luck or hope. Nor, can it be said that they “come true.” By the way, this same associate had stated previously that he had set a goal to make $1 million in the next twelve months. Understanding the size of his current business opportunity I asked, “How long have you had that particular goal?”

His answer: “I make it every year.”

This was not a goal but merely a wish. A wish has no energy; where as a real goal contains the energy that you will need to accomplish it. Instead of providing energy a wish diminishes your energy and devours opportunity. Why? It causes you to lose tangible focus and serves to demoralize you when the “wish” does not come true.

So, how should you set goals?

Real goals start with you.

Real goals ask:

  • “Do I have the knowledge and ability necessary to accomplish this plan?
  • Have I identified the resources needed?
  • Are my liabilities too great to accomplish this plan or do I need to adjust?
  • Do I understand the Process of Improvement?”

This assessment must be honest. The fact is that you currently have the knowledge, assets and ability to accomplish A goal but you may not possess the ability YET to accomplish THE goal you prefer. If not, this little test will help you assess your needs.

Then ask the same questions regarding the business opportunity. Consider the weakness and strengths, assets and liabilities, employee depth, and don’t forget the market. Sometimes we establish goals that are unrealistic due to the market conditions. The market does matter.

Only when all of these components are honestly measured and categorized will you be ready to begin to understand enough about you and your business to even consider the establishment of a goal. Real Goals require considerable effort before you are ready to say; “By this date – I want X.”

For example:

In my business we initially said, “The market is X big and by X month we should have X number of affiliates sending us X number of customers.” It didn’t work that way. Instead we found that setting goals for volume was the last thing we needed to do. Only after we began to focus more on ourselves, the organization and our customers did we see real improvement of volume.

Every business is the same. You too can focus on these basic questions:

  • “How can we improve customer satisfaction?
  • What systems do we need to improve affiliate training and product knowledge?
  • What do we need to know that we do not know right now about the best practices and systems to run our business?
  • What do we need to know about the market?”

Only when you understand these areas of your business will you be prepared to form an action plan.

“Yeah,” you may say, “but I want to set goals of X number of additional closings per month by X month now!!”

Okay, go ahead. Make a wish but the real progress for your business will only come after you have implemented the Process of Improvement in enough areas of your business to make a difference. Until then, you are only making a wish.

To your success,


Joel S. Pate, Founder & Chairman

Ox Publishing

Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him

If you want to learn how Joel created over 5000 referral sources in eight years, click here:

The difference between success and failure comes down to just ONE thing

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales, Uncategorized. Tagged: , , , , , , , , ,

Beach Shoreline Runner

Just like a runner relies on endurance to finish the race, we too must persevere to continue to move forward if we want to be effective in our professional and personal lives.

For some time now I’ve been talking about ways to take action, but not just any action – EFFECTIVE action!

That is really what you must demand from yourself (most importantly!) and those around you.

But what often gets overlooked is something else I’ve found just as important that can mean the difference between success and failure.

I can sum it up in a single word: Endurance.

If you are working on a project/business that is worth working on, the only kind right, then you must to determine to endure and to adjust until you win. If your proclamations end with phrases such as:

  • “right?”
  • “at least I hope so”
  • “don’t you think?”
  • or “that’s what should happen”

Then you’re not “sold” on the idea yet and the reservation in your heart and mind is spilling out of your lips and tripping up your feet.

You must get the “reservations” out of the way before you invest time and energy. And I mean really get them out of the way. Don’t move past “Go!” until you are determined that what you are doing is really worth doing.

When you determine that what you are engaged in is worth your effort, and I mean really determine it, then it is up to you to maintain and protect that vision.

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Many times, the failure to commit is your spirit telling you that this project or business is not right for you. But, most of the time, the people that I see that never commit and never pay the price. As a result, they never really accomplish anything.

Since I believe that everyone can accomplish great things, it cannot be that some of our spirits stop us and continuously cause us to vacillate. NO. It is just our own fear that we have not overcome yet. It is the fear that we will not succeed; thus, we never start anything or instead we dream of accomplishment so great that “any human being would have failed at that!!! So it can’t be my fault.” Self Sabotage.

Let me give you an example: I am trying to help a young man build a business. The market is nearly unlimited. The offer is perfect. He has financial backing-mine. He has training-mine and my friends.

But that is not enough.

Success will only come to this venture if he determines, and I mean really determines to take enough accurate effective action with the fortitude necessary to overcome every hurdle that he encounters. You must jump over them, push them down, find another way but he cannot and you cannot quit.

In addition, he must determine to learn, become relevant, and remain relevant by continuing to learn, meet new people, and overcome objection.

It is hard to build a business or to go to the next level in your business. It is hard but it is possible and worthwhile.

But back to fear and to commitment. If he cannot-if you cannot-determine way down deep inside of you that this idea/project/business/marriage/relationship is worth having, fighting for, crying about, and spending just about all of your time on until it is DONE then you are not ready to start.

The question for you today: What are you doing that needs adjustment, improvement, more effort, more accuracy, and more endurance?

Find it. And change it and then commit to it or stop.

To your success,


Joel S. Pate, Found & Chairman

Ox Publishing

Are you ready?

Posted by Joel pate in Banks, Business, Credit Repair, Leads, Management, Mortgage Loans, Sales. Tagged: , , , , , , , , ,

Preparing For Hurricane TogetherBelieve me, spending time preparing and planning is never easy. But they’re critical.

As residents of the Gulf Coast we know this all too well. Why? Because this is hurricane season and we’re constantly making sure we have plenty of flashlights, batteries, water, plywood, duct tape, easy-to-fix foods and plenty of wine (no sense in not being comfortable)!

Seriously. Days of preparation are never wasted. Even in business, planning and preparation are two keys to success that you absolutely cannot discount.

But so often we are too busy to prepare. (Isn’t it funny how we suddenly find the time when we have to and a hurricane or is bearing down on us?) We are too busy to plan appropriately. Instead we do a lot of wishing. Right? If that’s you, today is the day to arrest yourself from that stratum of success and begin to get ready for the next level.

How do you do it? It’s not easy but it can be done. One of the things that I have used to break free from the bondage of “sameness” is to make a list of what I do, determine what can be eliminated and then immediately fill that time space with a preferred activity.

For example, instead of reading the paper while on that particular “throne like space in the morning,” I have purchased the book “The Daily Drucker”. Peter Drucker is one of the world’s most renowned management experts. Each day, I read a two-minute “devotional” taken from this writings. I am amazed at what I don’t know.

You too can change your life by substituting two or three minutes per day of profitable reading.

Another is to receive a Monday morning recap of last week’s mortgage and financial news. This news service gets you ready for the upcoming week.

  • Where are rates likely headed?
  • What happened in the bond market?
  • What are the unemployment numbers?

This basic yet extremely valuable free information can be used by you to enhance your conversations with your referral sources and besides that, you need to be aware of what’s going on in the market in words that are easy to understand. At least you’ll sound smarter!

If you would like to receive this valuable information on Monday morning from me at no cost, send me your e-mail to

To your success,


Joel S. Pate, Chairman & CEO

Ox Publishing

Nothing But Awful Economic News

Posted by Joel pate in Auto Loans, Banks, Business, Credit Cards, Credit Repair, Leads, Management, Mortgage Loans, Sales. Tagged: , , , , , , , , ,

USA-today-money-sectionUSA Today decided that this news was worthy of the headline in the Money Section the other day. My response?

Ignorant bastards!

I’m here to tell you that it doesn’t matter. The economic news aside, you must figure out a way to make a living for you, your family and your business.

You must keep your head up. You must look for the opportunity that does exist in your area and make yourself sufficiently valuable that someone is willing to pay you for what you know, what you can do, and what you accomplish.

Or, choose another profession.

So how do you keep your head up when “Awful” news is all around? From where do you find the energy to overcome?

Let me remind you of a little story:

The story of the farmer and the donkey

See, there was this old donkey that had been a part of a farmer’s life since birth. The farmer loved the donkey and the donkey was a valuable part of the family. One day, the donkey got too close to the well and fell in. The farmer was very dismayed. He knew if he didn’t get the donkey out of the well, the much beloved donkey would die and ruin the water well at the same time.

The donkey was thinking the same thing. He wanted to live. He wanted to live another day to pull the plow, see the world, enjoy his life.

After several hours of contemplation, the farmer called in some of his friends. Within a few minutes, they had all concluded that the only thing to do was to bury the donkey in the well and at the same time loose the water well by filling it in with dirt. So, they all grabbed shovels and started throwing dirt in the well.

As you can imagine, our old donkey realized what was happening.

He understood his beloved master had few choices but he could not resign himself to die in this way. So, he decided (and you must decide too) to use every opportunity he had, even this one, to his advantage. He wanted to live.

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Determined to live, despite the dire conditions

So, with the determination required to overcome even these current economic times, the donkey began to shake the dirt off his back with every shovel load intended for his demise. But that was not enough. He determined that in addition to shaking the dirt off of his back that he would have to jump at every shake. As the shovels full of dirt where thrown into the well, to bury him, he developed a pattern of shaking and jumping, and then shaking and jumping and then shaking and jumping. As tired as this constant activity made him, he knew that it was working and that it would eventually lead to a positive outcome.

… But it was too much

About half way through, he became exhausted. He decided to rest. (He probably read too many front page headlines.) As the dirt from the shovels began to overtake him, he realized that if he stopped now, he would surely die, and all of his past efforts would be in vain. He jumped as hard as he could.

But the dirt piles on his back was too heavy and he was stuck — much like businesses become stuck from not marketing to referral partners, not developing new plans to combat these economic times and not looking for ways to change professions.

…A valuable lesson learned

As a matter of fact, the first shakes and the first jumps seemed to be to absolutely in vain. But, he was determined. And he shook some more, and he jumped a little harder. He was determined but more importantly, he got his focus back. (He stopped reading all of the headlines.) With all of his might, he determined, it was now or never and he shook and jumped as hard and deliberately as his more focused mind and body would take him. And with that focused effort, he overcame.

Over and over and over and over again, the donkey shook and jumped. He took what was intended to be the dirt that made his grave and with determined effort, over and over and over again, through his focused action, he turned the burial dirt into foundation dirt.

Eventually, as his foundation grew, he began to rise higher and higher in the well. Finally, the foundation was great enough that he just crawled out of the well. The farmer and the donkey were ecstatic.

So back to the “Awful Economy.” It doesn’t matter. You still have to make it so you should just determine to find a way to turn the bad news of the day that was intended for your death and stand upon it to find a way to overcome.

To your success,


Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him

If you want to learn how Joel created over 5000 referral sources in eight years, click here:

How do customers really see you? Be honest.

Posted by Joel pate in Business, Credit Repair, Management, Sales, Uncategorized. Tagged: , , , , , , , , ,

Sometimes it’s easier to see how well your business is performing by looking at another industry.

I had the opportunity to do just that when I was out shopping for tires the other day.

“I’m looking for a smooth ride,” I told the tire salesman.

“Well that is exactly what you will have, these new tires are the best. I’ll have them install in one hour. You can wait in our coffee lounge if you like. And we also have someone there to do your nails.” (Yes! Even us good ol’ boys down south like to get a manicure from time to time!)

“Great!” I said. “I’ve wanted my nails done for a while and I’ll do just about anything to stay out of this heat and cool off in an air conditioned lounge.”

Unfortunately, the story doesn’t end there …

Off the tire salesman went to place my order to his mechanics. Sipping on an iced coffee while the young lady rubbed my hands and fingers really made an impression on me. “This place is great,” I said. “I’m going to tell all of my friends to come here to have their car repaired. This is just the best service I have ever had in my life.”

Not one hour but 45 minutes later, the salesman returned to let me know that the car was ready and ahead of schedule. They had even washed the car for me as a courteous.

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I could not believe it. The car was ready early, they had washed it, and while I waited, I was served a caramel latte’ extra strong with soymilk and well I can’t remember the rest of it and they provided a manicure for free. How much better can it be? I must tell everyone I know about this fantastic business.

As I drove off in my car, I noticed a shimmy. Well that’s I call it. The car just wasn’t riding correctly. At this point, since I was in a really big hurry, even with the 15 minutes that I had been saved back at the tire store, I was perturbed.

As I returned to the store, the tire salesman was on the phone. After about 10 minutes of waiting he asked if he could help. “Yes” I exclaimed. “I hope so. My car is not riding correct. Something is wrong.”

During the test drive, the tire salesmen agreed that there was a problem and that he would immediately work to correct the problem. I was grateful for that but becoming concerned that the company had placed me in danger by not completing the job correctly the first time and now I was late, and now I was less willing to refer the tire store.

They eventually did fix it but my point is that despite all of the company’s best efforts to create a great experience by providing a manicure, a comfortable lounge and fancy drinks they lost sight of the single biggest thing they could do to keep customers coming back: do the job right the first time!

Too often we go overboard to Wow! our customers that we ignore basic, good old-fashioned service that simply requires us to get the job done right – just as we promised, and just as a customer expects.

Lesson learned …

So the lesson from the story above is: How do your customers see you?

Do they see you as someone who gets the job done right? Or do they see you as someone who has lost sight of that basic mission? Be honest.

The answer may surprise you.

To your success,


How to get your prospects to say, “Wow! Tell me more!”

Posted by Joel pate in Business, Credit Repair, Leads, Management, Sales. Tagged: , , , , , , , , , ,

Successful business people standing in office elevatorJust about everyone knows they should have an elevator pitch.

Along with a business card, a tag line for your company and a logo, everyone knows they should have a 30-second spiel they can rattle off that tells prospects what they do.

And most of them are terrible.


They’re horrible. It would be better if most people didn’t say anything at all than repeat their same old dry, boring elevator pitch.

Let me share with you the steps to creating a great elevator pitch that will make your prospects hungry for more.

I’ll also leave you with a few talking points for one of the best elevator pitches I’ve heard, just to give you an example.

Your elevator speech should have 3 goals:

  1. Explain very briefly what you do.
  2. Create interest with the person you’re talking with.
  3. Make someone want to find out more.

Put simply, you don’t want to begin and end your conversation with an elevator speech. The last thing you want someone to do is say, “Hmm. That’s interesting. Nice talking with you.” And then walk away. Rather, you want to use your elevator speech to start a conversation and get permission to continue it.

That last part is important … “get permission.” That means you’ve created enough interest with your prospects that they respond by saying, “Tell me more.” Or, “Really? Do you think something like that would help me with a problem I’m having?” In other words, the prospect is inviting you tell them more about what you do.

WARNING: Don’t make this mistake…

Don’t use your elevator pitch to try and tell someone everything you do. This isn’t a speech! There’s an art to this. Your immediate goal is to simply get the prospect interested enough to ask you questions and engage in a conversation. But first, you need to grab their attention.

Here’s a 4-step process to help you develop your elevator pitch. Grab a piece of paper and jot down your answers as you go through each of the 4 steps and you’ll have the nuggets you need for a truly great elevator pitch.

An easy-to follow 4-step process

Step 1: Write down what you do in a very short sentence that just about anyone can understand. Don’t over-think this. The following examples will work just fine. (Example: “I run a credit repair business.”)

Step 2: Elaborate briefly on the types of problems you solve. Every business solves a challenge or problem for its prospects. Simply explain the types of challenges you help your clients overcome. Again, don’t get too fancy. Explain it so a third grader can understand. (Example: “Specifically, we help families who want to try and improve their credit. It’s amazing, but about 75% of credit reports contain inaccuracies.”)

Step 3: In one or two sentences, explain what’s different about your business that would be an interesting to someone who isn’t familiar with it. (Example: “We work with the credit bureaus to address those types of negative issues. We have a motto that says, ‘If they can’t prove it, they must remove it’.”)

Step 4: Close with a short teaser telling the prospect what you can do for them. Let’s face it, most people aren’t really interested in you, but they are interested in what you can do for them. So tell them that you probably can help them or someone they know. (Example: “Our process has delivered amazing results. In fact, we’ve been able to help our clients remove or repair items on their credit report more than 70% of the time just by following the consumer protection laws. We could probably help you too. When was the last time you checked your credit report?”)

I like to end an elevator pitch with a question that can’t be answered with just a “yes” or “no.” Again, you want to start a conversation and engage the prospect.

Now my friend Joel Bauer has a great elevator speech that basically boils down to these three sentences that give him some very good talking points. Here they are:

  • Ever been unable to buy what you want due to poor credit?
  • Didn’t know it could be repaired quickly and legally?
  • I work with families just like yours and specialize in credit restoration using a process that’s fast and painless.

The 4 steps I outlined and Joel Bauer’s talking points should give you some good ideas to develop your own elevator pitch that will make your prospects say, “Wow! Tell me more!”

Be sure to practice your pitch. It should roll off the tongue effortlessly and come across as natural. In fact, you may not want try and memorize it. Just give yourself a couple talking points so you can customize it. But keep it brief! No more than 30 seconds!!

Keep in mind, you’ll want to develop a pitch for consumers, referral partners, affiliates and any other groups of people you do business. Use the same 4-step process and chances are you’ll start landing more deals as a result.

To your success,