Main Subject - Business

First of all, many studies have been performed on top producers. No matter what field of sales they are in, top producers always seem to have a common thread. This has led me to believe that success is a recipe. What I mean by this is wherever you find success, you will find certain ingredients. Unfortunately, many mortgage brokers focus on the

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

WRONG ingredients. This became very clear to me, only when I began teaching. I say this because some of the brightest and most capable of my students are also the poorest! Before I break into that though, let's look at the key ingredients that MUST be present to be a top producer:

1. - Passion.

Another poster mentioned this above, and hit th

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

nail on the head. However, a lot of us misread what passion is. When I say passion needs to be present I don't mean you need to jump out of your bed every morning pumping your arms in the air singing "I love loans!!" No, this isn't passion, this is, well....Lunacy? j/k :)

Seriously though, passion in this context is a reference to your viewpo

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

int. Those who are passionate and successful have a laser focus to accomplish a certain goal, and view their position as mortgage broker as a career and not a job. With this laser focus, they are willing to go above and beyond to CREATE a situation of success instead of crying in their spilled milk claiming "it's not fair."

The passionate ones

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

will be successful no matter WHO they work for. They are the ones who still read and research even after hours. Passion will drive you to move forward no matter what.

2- Focus on others.

This quality is required if you want long term success. Sure there are a lot of people who are only focused on screwing over every last client they come in c

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ontact with, and they make a lot of money doing it. Eventually, your past deeds will catch up to you. If you want to create a "buzz" and high level of chat about you and your services, there is no finer way to accomplish this than approaching each sales situation with a genuine desire to HELP your client.

By eliminating "commission breath" fro

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

the picture, we shine through as genuine, trustworthy individuals who are also referral-worthy. Despite popular belief, no amount of charisma, NLP, or sales hypnosis will mask a thorough screw-job at the closing table! People can see through the fakeness of someone who is only motivated by money.

3- "YOU" packaging

I get emails from posters

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

on this board sometimes asking why I ask so many questions to those who are asking for sales and marketing help. I'm told I should just come right out and tell people what they should do, and be done with it. Well, there's a reason I do this. That reason is listed above. YOU packaging is just a funny name for a simple concept.

Top producers al

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

understand this concept. Top producers understand that YOU are the product! Not your company, not your loan programs, not your rates and not your closing costs. YOU are.

Once we understand this we need to begin treating ourselves like the feature product. In other words, we need to package ourselves, and spend time developing ourselves. Imagi

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

ne if one of the mortgage companies you broker for called you up and said: Hey, in order to serve our brokers better, we are allowing you to customize some of the plans. Tell us what rates you want to offer, what credit scores will qualify etc. Anything goes, you want it, you'll have it..."

How many of us would jump all over this opportunity l

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ke mad men, trying our best to create the ultimate product? Yet, there is a much more powerful solution available to us and it seems to get neglected by 95% of the originators out there. Becoming a student of your career, and spending time and money to invest in the most powerful product we have to offer (ourselves) will move lo's to the top of

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

the heap faster and more decisively than any "super-loan."

4- Referral/ duplication of effort

No matter how many people tell you "Don't work with realtors," or "avoid builders," etc, don't listen to them. All top producers understand that duplication of effort is needed to grow. If technology is all we needed (as some will have you believe) t

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

hen all companies would be running and thriving with nothing more than sophisticated computer programs.

Nope, you absolutely MUST have others out there that are telling people how wonderful and great you are. Every referral partner you team up with works like a mini- sales employee spreading the word. Nothing can grow your business faster than

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

a raving fan that is excited to be working with you. There are so many groups to choose from: realtors, builders, CFP's, CPA's, Divorce attorneys, etc. Choose one or two groups and stick with them. Learn everything you can about adding value to your new team mates, and expect the same devotion in return. If it's not reciprocated, fire the indiv

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

idual and hire one who can.

5- Database

All top producers maintain a well worked database of SOI, former clients and future clients. Without a good database follow-up system in place, you will constantly spend time and money recreating new clients. This will eventually burn you out, or eat into your ROI to the point that you wonder why you ev

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

n bother (yes, I was there at one point... lol. Effective database marketing will eventually rival any form of advertising and marketing you may do, except for the fact that the clients that come from your database are primarily returning clients or associates! Warm leads vs. cold leads... Hmmmm...

6- Niche focus

You have to be exceptional at

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

something. When others say, "Wow I sure could use ________" you want everyone’s eyes to light up and say " Go see __________, he's the best at ________." (Don’t you love my spaces?)

Having a niche specialty allows you to focus your creative energy. Like it or not, we are only human and absolutely cannot afford the mental energy and time requi

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ed to be great at everything. It spreads us too thin, and we end up being mediocre. Focus on what you want to be great at, and make sure everyone knows this is your specialty...

7- Do!

Finally, top producers are not talkers, but doers. There are plenty of sharp mortgage brokers out there, many of them with great ideas. Yet many of them are st

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

arving because they can never seem to get past the stage of "research." You know the kind, they are always telling you about the latest and greatest marketing plan, or idea that they will be implementing next week or month. There are thousands of these types out there, but only a handful of those that actually decide to move forward with the ri

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ht marketing training and excuse the phrase, "just do it." Ahhh, the true nature of the entrepreneur! Now, what will you "do" today to move your career in the right direction?

Want to read other great Mortgage Broker Training Articles by Chad Weber

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.mainsubjects.org.ua/article/39761/mainsubjects-Mortgage-Broker-Training-Article-So-You-Want-to-be-a-Top-Producer.html">Mortgage Broker Training Article: So You Want to be a Top Producer??</a>

BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/39761/mainsubjects-Mortgage-Broker-Training-Article-So-You-Want-to-be-a-Top-Producer.html]Mortgage Broker Training Article: So You Want to be a Top Producer??[/url]

Are you looking for a Dynamic Success Strategy that will Guarantee Success? I have the Secret, I'll share it with you, including the Five Secret Ingredients that make it all work effectively.

Employers face a dilemma, each year, on which holidays to give off to their employees. Many employers do not give Martin Luther King Jr. birthday as a holiday. They do not want to be seen as racist or close minded, but employers are concerned about making enough revenue in order to pay for their overhead. However, employers have a lot of options in solving this dilemma without cutting into their revenue.

Increase your company’s market reach through direct mail advertising. Send the right people the appropriate brochures, newsletters, and flyers about your company or product launches and see how this kind of mileage can increase your sales and customer recall.

Tags

Links

Main Subject - Mortgage Broker Training Article: So You Want to be a Top Producer??

Related Articles: