By John Jurkovich (The Broker Builder) - November 21, 2023

The Power of Yes!

John Jurkovich (The Broker Builder)
November 21, 2023

In the book “Influence”, they talk about how once we take a stand or make a choice, we strive to behave consistently with that commitment. This principle shows us why making small commitments can lead to big changes in behavior and attitudes.

Read the Book with some great examples.

The Use of Mini-commitments in your presentation and communication can accomplish a few things for you.

•You will get ghosted, Less,

•You have permission to follow up so you have a reason to do so.

•You become the last call before moving forward with someone else.

The commitment consistency principle suggests that once we commit, we inherently want to honor it. Whether it’s a written or verbal commitment, our natural inclination is to follow through. This principle applies not only to business interactions but also to personal relationships.

When it comes to selling a program or service, how you end your pitch can make all the difference in securing a commitment. Many salespeople simply end with a generic statement like, “Please let me know if anything changes.” While this may seem harmless, it leaves room for the potential client to back out without any consequences.

We have all experienced situations where we thought we had a client, only to have them ghost us. This often happens because there was zero commitment to ever call us back. Instead of using a generic ending, we can change it up by asking for specific commitments from the client.

For example, instead of saying, “Let me know if anything changes,” try asking, “Will you let me know before you lock in with anyone else?” This subtle change can make a world of difference in securing a commitment from the client. By waiting for their answer and getting that commitment, we increase the likelihood that they will choose us when they are ready to decide.

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John Jurkovich (The Broker Builder)

My name is John Jurkovich aka "The Mortgage Broker Builder". I've been building mortgage companies and running sales teams for the last 3+ Decades. I recently decided it was time to take my knowledge and experience to the world of Bankers And Brokers so we can grow the future of the mini broker!

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