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Selling is an Art, Not a Science

Selling is an Art, Not a Science

著者： Dennis Black
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Successful sales in today's lending market isn’t about classroom theory or rigid scripts - it’s about mastering real-world practicality, conversation skills, and field-tested strategy at the point of sale. Selling is an Art, Not a Science, hosted by industry veteran Dennis Black, explores how mortgage and real estate professionals can refine their craft, keep their pipelines full, and win in an increasingly competitive environment. Drawing on decades of experience - including his foundational years at Xerox Corporation and over 160,000 professionals trained - Dennis breaks down the high-level outside selling concepts tailored specifically to the modern mortgage industry. Whether you’re a loan officer, sales manager, or real estate professional, this podcast equips you with the in-depth skills, field-tested wisdom, and practical frameworks needed to master every client interaction. Tune in to elevate your sales game, sharpen your influence, and turn everyday conversations into a lasting competitive advantage.Copyright 2026 Dennis Black 経済学
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  • New Episode Coming Soon!

    New Episode Coming Soon!
    2026/08/05

    Success in today’s lending market isn’t about rigid scripts or classroom theory. It’s about real-world execution at the point of sale.

    Get ready for the upcoming episode of Selling is an Art, Not a Science, hosted by industry veteran Dennis Black. Drawing on decades of field-tested strategy - from his foundational training at Xerox to coaching over 160,000 top performers - Dennis delivers the high-level outside selling frameworks tailored specifically for today’s mortgage and real estate professionals.

    Whether you’re a loan officer aiming to fill your pipeline or a sales manager leading a team, this episode gives you the practical conversation skills and influence strategies you need to win in a competitive market.

    Stop relying on outdated playbooks. Sharpen your edge, master your client interactions, and turn everyday conversations into a lasting competitive advantage.

    The new episode drops soon. Subscribe now on your favorite podcast platform so you never miss an episode.
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    1 分
  • How Jay Promisco Built a Mortgage Company Designed for Every Market

    How Jay Promisco Built a Mortgage Company Designed for Every Market
    2026/09/09
    In this episode of Selling is an Art, Not a Science, Dennis Black sits down with Jay Promisco, CEO of Go Companies, to discuss Jay’s journey through the mortgage industry, the lessons that shaped his approach to sales and leadership, and how Go Companies are building for the future. Jay shares how deep product knowledge, strong relationships, consistent follow-up, and learning from top performers helped him advance from mortgage sales to executive leadership.Jay Promisco is a longtime mortgage industry leader with experience across GreenPoint Mortgage, Wells Fargo, Stearns, Sierra Pacific, and other organizations. Throughout his career, he has led sales teams, branches, regions, and large-scale mortgage operations. Today, he is focused on building Go Companies through technology, agentic AI, strong customer communication, and sustainable growth.Expect to Learn:Why deep product knowledge and continuous learning matter in mortgage salesHow Jay navigated the 2008 financial crisis and later mortgage market downturnsWhy humility, work ethic, and teamwork are essential when building sales teamsHow finding a niche and using social media can help loan officers stand outHow technology and agentic AI could create a faster, easier mortgage experienceEpisode Breakdown with Timestamps:[00:00] - Introduction to Jay Promisco & Go Companies[04:16] - Product Knowledge, Listening & Learning From Top Performers[07:02] - Lessons From the 2008 Financial Crisis[10:19] - What Jay Looks for When Building Strong Teams[15:56] - Finding a Niche in a Challenging Mortgage Market[18:02] - Why Speed to Contact & Consistent Follow-Up Matter[25:18] - Go Companies’ Slow-and-Steady Growth Strategy[28:45] - Where to Learn More About Go MortgageFollow the Guest, Jay Promisco:LinkedIn: https://www.linkedin.com/in/jay-promisco-0a09567/Website: https://gomortgage.com/LinkedIn (Company): https://www.linkedin.com/company/go-mortgage/Instagram (Company): https://www.instagram.com/lets_go_mortgage/Facebook (Company): https://www.facebook.com/GOHomeLoans/Follow the Host, Dennis Black:LinkedIn: https://www.linkedin.com/in/dennis-black-sales-trainer/LinkedIn (Company): https://www.linkedin.com/company/dennis-black-associates/Website: https://dennisblack.com/Listening Links:Spotify: https://open.spotify.com/show/0341KqCGqa8vS4QnmzHEtW?si=12fa1f2414544a62Apple Podcasts: https://podcasts.apple.com/in/podcast/selling-is-an-art-not-a-science/id6798157416YouTube: https://www.youtube.com/@dennisblackassociates?reload=9
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    30 分
  • How Brett Snortland Generated Over $700 Million in His First Year at Rate

    How Brett Snortland Generated Over $700 Million in His First Year at Rate
    2026/09/16
    In this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Brett Snortland, SVP National Business Development/Growth at Rate to discuss Brett’s nearly 30-year journey in the mortgage industry, the lessons that shaped his approach to sales and recruiting, and why technology and operational support are becoming increasingly important for loan officers. Brett shares his experience across mortgage insurance, wholesale lending, leadership, and brokerage, and explains what ultimately convinced him to join Rate.Brett Snortland is a longtime mortgage industry leader with nearly three decades of experience in mortgage insurance, wholesale lending, sales, recruiting, and leadership. During his career, he helped grow a Texas-based mortgage company from roughly $200 million to $3.1 billion before launching his own brokerage and eventually joining Rate. Today, he focuses on recruiting and helping loan officers grow through technology, operational efficiency, and stronger support systems.Expect to Learn:Why asking the right questions is more effective than simply pitching a companyHow technology can help loan officers save time and grow productionWhy strong onboarding and transition support matter when changing companiesHow Rate approaches non-QM lending and operational supportHow AI underwriting could make the mortgage process faster and more efficientEpisode Breakdown with Timestamps:[00:00] - Introduction to Brett Snortland & His Mortgage Journey[01:54] - From Mortgage Insurance to Building a $3.1 Billion Business[05:08] - Understanding Loan Officers’ Needs & Growth Goals[10:20] - How Technology Creates More Efficiency for Loan Officers[16:54] - Leadership That Listens to Loan Officers in the Field[23:08] - Growing Production Through Technology & AI Underwriting[24:47] - Finding the Right Loan Officers for Rate’s Culture[26:54] - Where to Learn More About Brett & RateFollow the Guest, Brett Snortland:Website: https://www.rate.com/ LinkedIn: https://www.linkedin.com/in/brett-snortland/Instagram: https://www.instagram.com/boommortgage24/LinkedIn (Company): https://www.linkedin.com/company/rate-official/Instagram (Company): https://www.instagram.com/rate_officialFacebook (Company): https://www.facebook.com/official.RateX (Company): https://x.com/Rate_MortgagesFollow the Host, Dennis Black:LinkedIn: https://www.linkedin.com/in/dennis-black-sales-trainer/LinkedIn (Company): https://www.linkedin.com/company/dennis-black-associates/Website: https://dennisblack.com/Listening Links:Spotify: https://open.spotify.com/show/0341KqCGqa8vS4QnmzHEtW?si=12fa1f2414544a62Apple Podcasts: https://podcasts.apple.com/in/podcast/selling-is-an-art-not-a-science/id6798157416YouTube: https://www.youtube.com/@dennisblackassociates?reload=9
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    29 分
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