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[Music] sales process now in selling mortgages and protection and its up to you what kind of sales process you adopt and i totally get that its entirely up to you what you want to do so lets put it here sales process here or advisory process many of you got your own sales process now im talking about protection be able to sell protection well ive seen dozens hundreds of different types of sales processes that mortgage advisors operate for now many of them online offline face to face or on zoom whatever it is but they all vary ingly and theres a pattern that you need to embrace the first thing you need to be doing is you need to be doing sort of pre and then post stuff as well so lets lets list my sort of suggested sales process see what you think first of all when youre looking to fix the appointment with the customer or the client at the early stage so youre you know on the phone or whatever it is to try and fix appointments its here that you want to do a couple of things r