Reverse mortgage vet Bruce Simmons on success in sales: ‘What is my why?’

At last week’s Part of that commitment, Simmons said, is to constantly ask “why?” and dig beneath surface-level motivations like money or security. Inevitably, the root answers for He advised fellow LOs to plan out at least a portion of their day the night before, and to use techniques like “I pay money to be on their radio show. They don’t pay me; I pay them,” he explained. “I signed the contract and I know my producers there are counting on me to deliver. They hold my feet to the fire. I find a way to get it done. It’s so important to do that.”

Much of the subject matter of the show is tied to having a positive sales mindset and developing a value proposition. “I look at this and I say, ‘I help people live a better life with a reverse mortgage,’” Simmons said. “You’ve got to have that mindset, because if you don’t, nothing else is going to happen.”