Larry Kendall, industry professionals panel highlight CMLA Sales Summit II event October 11

 

With a theme of “Strategic Partnerships” CMLA’s second Sales Summit event in Denver featured top sales professionals from the real estate and sales finance industry to help attendees maximize current business and expand their sphere of influence through developing partnerships.

Larry Kendall, Chairman and founding partner of The Group, Inc. a real estate firm headquartered in northern Colorado owned equally by its sales associates and staff, kicked off the half-day seminar focusing on the Power of Vision. Loan officers, managers, and producers learned many ways to add value to each customer transaction. As Mr. Kendall reviewed national, state and local trends, he noted, “Success often comes to those who get in front of the inevitable. When you examine data, some trends are fairly predictable – get in front of those trends - and then enjoy the ride.” Mr. Kendall also shared his perspective on the “pain and pleasure” principle: people are willing to pay for two things – solving a problem and feeling good. “When you look at the business opportunities before you, besides the factors of relevance, differentiation, and service standards, consider the ‘relief of pain’ factor. It is critical that people do not experience pain when going through a transaction with you. Learn what you must do to help people avoid pain and you’ll stand out from most.” Mr. Kendall also shared philosophies about “the path of life” using true stories of people who have overcome great obstacles to achieve great outcomes, personally and professionally. “Every one of us has fears; but your passion must overcome those fears if you really want to excel in life and in business,” he noted.

Following Mr. Kendall’s presentation, David Behr with Competitive Edge Seminars demonstrated ways to overcome objections and focus on goals. Relating to his own personal experience, Mr. Behr noted, “I learn a lot from unsuccessful people. If they’re not successful, I say “Note to self: don’t do THAT!” David also spoke of the difference small actions taken every day can affect your bottom line. “Often, talking to at least three people and coming up with four new ideas every day is the difference between a mediocre outcome and a great outcome,” he said. “Think about whether you’re doing things on a day-to-day basis to better yourself. If the list is short or nonexistent, think about ways to change that.”

Charlotte O’Donnell and Lynn Bishop then facilitated a panel of industry professionals including Lauren Eskanos, Account Rep with North American Title; Lonnie Burkholder, Mortgage Division, Air Academy Federal Credit Union; Larry McGee, ___, real estate agent; and James Romano, Prestige Real Estate, real estate agent. Each panelist shared ideas about their best practices and the importance of communication and establishing relationships with industry partners in their success.

 

Thank you North American Title for sponsoring this event!