Cross-selling in your mortgage business is a very bad idea. It’s a tricky strategy. And to make it work, you must know how and when to apply it. Unfortunately, some mortgage brokers want to diversify early on in their business by cross-selling. And if you’re one of them... Know that there’s an alternative that offers better results.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the drawbacks of cross-selling and why integrated selling is the best way to diversify your mortgage business to increase revenue.
The Key Questions
What is integrated selling? (8:52)
When is the right time to do integrated selling? (12:08)
How can “mastering the business methodology” help your mortgage business scale? (14:28)
What’s the best way to deliver irresistible propositions to potential referral partners? (18:23)
What You’ll Discover
Different ways cross-selling dilutes your expertise as a mortgage broker (3:37)
The dangers of having a One-Stop-Shop business model (5:33)
The ONLY way to make cross-selling work in a mortgage business (8:34)
Three things you need to master to do integrated selling (12:07)
The benefits of having integrated selling solutions (17:30)