90convexpo Jeff Tobe ppt

Slide1: 

Change in the lending profession… 'There IS a tunnel at the end of the light!' Jeff Tobe

Slide2: 

© 2003 Coloring Outside the Lines www.coloringoutsidethelines.com The 'Harvey Principle' (from the new book: Coloring Outside the Lines: Business Thoughts on Creativity, Marketing and Sales) 'Learn to see invisible opportunities where other people see visible limitations' Jeff Tobe

Slide3: 

5 Symptoms of L.P.I.D.S. INTERNAL MYOPIA OSTRICH SYNDROME PSYCHO-SCLEROSIS FEEDBACK IMMUNITY EXPERTITIS (Lending Professionals’ Innovation Deficiency Syndrome)

Slide4: 

'From every challenge comes an opportunity' Give yourself an A.S.K. (Alternative Solution Kick) M B A M B A Investing in Communities Shatter the stereotype of the experience your 'customer' expects to have with you! © 2003 Coloring Outside the Lines™

Slide5: 

The future of the lending profession??? Papa Rocks Pizza

Slide6: 

It’s All About Motivation... © 2003 Coloring Outside the Lines™ 1. You can’t motivate anyone 2. Everyone is motivated 3. Everyone is motivated for their reasons, NOT YOURS 4. If I know more about you than I have before, I can manage the situation

Slide7: 

Mortgage Bankers Assn. is Listening Between the Lines

Slide8: 

Listening BETWEEN the Lines! Listen with your ears AND your eyes!

Slide9: 

Slide10: 

'the most powerful tools in the creative process' WHAT IF??? Changes the environment in which you do business Changes the way you ‘manage’ change Changes the way you present solutions Gets others to ‘Buy Into’ your solutions

Slide11: 

5 Levels of Listening Empathetic Listening Attentive Listening Selective Listening Pretending Ignoring Seeking to understand; to really understand, not to reply. Paying attention. Focusing on the words. Not listening for the deeper meaning Hearing certain parts. Tuning in and out. Half listening.

Slide12: 

Listen with your Eyes andamp; Ears Listen with your Eyes andamp; Ears BODY LANGUAGE TONE OF VOICE WORDS 10% 30% 60%

Slide13: 

Lets the person know you’re listening Helps you to clarify

Slide14: 

Feelings Check Feelings Check When intuition tells you the person really means something other than her words, check it out. Shows your respect Promotes understanding and demonstrates caring

Slide15: 

Restatement + Feelings Check = TRUST Last time I called to get some rates, I was told that someone would get back to me and they never did. __________________________________________________________________________________________________________________ Your web site is so hard to navigate, I ended up going to another lender ____________________________________________________________________________________________________________________ I called to get information about my options and someone put me on hold for over 5 minutes then I was told that there was no one in your office who could help me that day. ____________________________________________________________________________________________________________________ The last company I dealt with, sent me a gift basket after my application was approved! ____________________________________________________________________________________________________________________________________________

Slide16: 

D ominant I S C nfluencer teadiness onscientious fast paced task oriented fast paced people oriented people oriented slower paced slower paced task oriented © 2001 Coloring Outside the Lines™

Slide17: 

Task Oriented People Oriented Slower Paced Faster Paced ©2002 Coloring Outside the Lines

Slide18: 

M B A M B A Investing in Communities Need to exercise our 'risk muscles' 'Coloring Outside the Lines is scary business…' © 2003 Coloring Outside the Lines™

Slide19: 

www.jefftobe.com with Merry Maids