Client Framing: Who is running the show?
Reading Notes For: Click to Buy The Book!!! Using the three P‘s —Predict, Preempt, Prevent—we can predict that price will come up as a question or objection at some point [...]
Influence Objective (IO). To effectively execute the tie-down, your influence objective—the behavior you hope to influence—must be clear.
Reading Notes For: Click to Buy The Book!!! When trying to influence, our audience constantly searches for: ▪ What this information will mean to them; ▪ What value it will [...]
What’s up in Mortgage Today – 8.25.23
MBS pretty much flat - up 4 bps on the open. Stocks are same. Federal Reserve Chair Jerome Powell said the US central bank is prepared to raise interest rates further if needed [...]
What’s up in Mortgage Today – 8.24.23
MBS down 5 bps after the first hour of trading. Stocks flat. Bonds were already modestly weaker in the overnight session and are losing just a bit more ground after the slightly stronger [...]
Address Fear through Frames. The three P‘s—Predict, Preempt, Prevent.
Reading Notes For: Click to Buy The Book!!! Address Fear through Frames As we discussed earlier, the sequence of your presentation matters. Think in terms of the three P‘s—Predict, Preempt, [...]
Psychological Frame of Reference
Reading Notes For: Click to Buy The Book!!! Psychological Frame of Reference A psychological frame is someone's frame of mind when they enter a situation, whether a sales presentation, classroom, [...]
What’s up in Mortgage Today – 8.21.23
MBS opened down 47bps and were 8bps lower when noted. Stocks rose 21 points. The Jackson Hole Summit next week will focus on China's real estate decline and the US economy's strength. Jerome [...]
What’s up in Mortgage Today – 8.17.23
Mortgage rates hit a 20-year high on Thursday as bonds sold off. The 30-year fixed-rate mortgage averaged 5.51%, up from 5.39% the previous week. The 15-year fixed-rate mortgage averaged 4.75%, up from 4.63%. [...]