For this week’s episode of the Lending Leaders Podcast, Alayna interviews Chris Mace, CEO & Founder at Mace Innovations. Together they discuss the unbeatable power of listening—in sales and life in general.

The Power of Listening

In life, there are lots of complicated things to learn. In the mortgage industry, understanding how, for example, interest rates impact a local lender’s operations, origination volumes, etc. doesn’t happen overnight. Leading a team, designing tech to solve operational problems, tweaking sales strategy—these skills require dedication, focus, and experience.

One thing that doesn’t require all that time and effort is listening.

In sales, as well as in life, listening is something everyone could—and should—do. Tune in to what others are experiencing, what problems they’re facing. Listen to their questions. Listen to their struggles.

And, in the case of a sale, you might find that “closing” is a lot less about persuading, and a lot more about meeting a need that you’ve taken the time to understand.

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