Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
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Mortgage Lending Mastery. Stop Talking. Take Action. Get Results. Personal and Profession Growth for Mortgage and Real Estate Professionals
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Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproofselling.us or follow us at https://www.linkedin.com/in/shawnrhodes/
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The podcast where we scale up on knowledge so we don't scale up our systems. Find out why working in Industrial Water Treatment is the best job in the world. Hear industry experts share their knowledge and stories. Learn about technologies, methods, and career journeys. Join podcast host Trace Blackmore, former AWT President, LEED, and CWT every Friday for a new episode.
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Real Advice for Startup Founders and Managers on Customer Development and Creating a Sales Process and Strategy for Enterprise Sales.
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Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, b ...
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The GTM Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down. This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio ...
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Nominated as one of the 2018 Top Sales World Podcasts, tune in to hear insights from inspiring people on the topics of sales, leadership, and success. I'm on a mission to connect with the most inspiring people and share their wisdom and insights with the world. Each episode, we'll dig deep with a guest who has proven themselves in the world of sales, leadership, team building, culture, and success.
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If you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money. This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly ...
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Are You Neglecting The Most Powerful Long Term Sales Strategy?
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There is a powerful strategy that most B2B salespeople, and B2B organizations, ignore. That’s too bad, because it is one of the most powerful ways to build long-term positive relationships. Let me show you how to leverage satisfaction. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma…
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In sales, time is the one resource we can’t create more of. Too many salespeople spend their days simply checking tasks off a list without assessing which tasks will get them to their goals the fastest. To learn how we can better prioritize our sales time, we sat down with Ben Fiechtner, CRO of Clari. He showed us how he guides his sales team to be…
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382 Leading with Safety: How Veolia Embeds Health into Global Culture
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How Veolia Prioritizes Health and Safety Worldwide? At Veolia, safety isn't just a requirement—it’s embedded in the company’s core values. Leading the charge is Arnaud Valleteau de Moulliac, Chief Executive Officer of Veolia Water Technologies. In this week's episode, Arnaud speaks with Scaling UP! H2O host Trace Blackmore about how safety initiati…
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GTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max Altschuler
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Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed…
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Taking Action, the Key to Success with Brandon Barnum
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In this episode, Jen sits down with returning guest, Brandon Barnum as they discuss how he took action to create the success he has today! Brandon shares a bit about his journey to becoming CEO of HOA.com. You're not going to want to miss this insightful episode! Tune in! ____________________ Join the Mortgage Lending Mastery Community Today: YouTu…
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GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay
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Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a we…
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Are You Using Snippets to Improve Your Sales Conversations?
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Snippets are powerful tools for a professional salesperson. You can use them in multiple places in the sales process, improving every piece. This article examines the what’s how’s and why’s of using snippets. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on y…
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If you’ve ever had a hard time communicating the value of what you sell to potential prospect, you might want to look in the mirror. Sales people often struggle to convert prospects because they are speaking to the wrong types of buyers. To ensure we are targeting the right audience, we sat down with Dr. Yaniv Zaid, author of the 21st Century Sales…
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381 The Importance of Segregating Wastewater Streams in Heavy Metals Removal Applications
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By Jay Pigao
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Daily Dose Throwback: The Process is the Process.
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In this episode of the Startup Selling podcast, Scott and Stephen explore the crucial idea that "the process is the process." They emphasize the importance of having a defined and repeatable process rather than solely focusing on outcomes. Scott explains how a structured approach not only ensures consistent results but also allows for effective tes…
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In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive whi…
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Getting Online Leads Booked on Your Calendar with Chris Johnstone
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In this week's episode, join Jen and guest Chris Johnstone. Chris explains how Connection Incorporated will more than double the number of qualified appointments that show up on your calendar! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6-AkN3rMajV8OHfbJ_zw?view_as=subscriber …
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Why Great Salespeople Often Make Mediocre Sales Managers
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We’ve all done it. Promoted a good salesperson, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results, and the sales managers are confused and frustrated with the lack of achievement of their teams. *************…
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GTM 111: Behind the Scenes on Apollo.io's PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman
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Leandra Fishman is the Chief Revenue Officer at Apollo.io, a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Interc…
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Wherever there is misalignment on the sales team between activity and results, you will find a misalignment of understanding. This understanding comes from folks not being clear about what success looks like or the steps it takes to get there. In this week’s episode of Bulletproof Selling, we sat down with Russ Hawkins, CEO of Agilence, Inc. He sho…
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380 The WOW Effect: Women Leading Transformation in the Water Industry
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Meet the Women Behind the WOW Committee This episode features insights from six trailblazing women who are not only leaders in their respective fields but also passionate advocates for the WOW mission: Stephanie Choury, Enterprise Account Manager at Buckman Digital Water Tammy Faber Sales Director of HOH Water Technology and Co-Chair of WOW (Women …
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Making Safety #1 for Agents with Tracey Hawkins
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Join Jen and her special guest Tracey, the Safety Lady, Hawkins! Tracey has made it her mission to educate real estate agents and businesses all over the world, on safety measures while working in their field. Tune in to hear more! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6…
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I Have Great Relationships With My Customers
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“I have great relationships with my customers.” That is one of the most debilitating myths around -- one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a salesperson anywhere who doesn’t, to some extent, believe it. Let’s look a little deeper a…
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GTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis Lyandres
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Dennis Lyandres is currently an Advisor at Iconiq Growth. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all cu…
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In sales, we spent a lot of time generating conversations with buyers. Most salespeople leave the next step of the sales process the chance, hoping they’ll be able to perform when it matters most. To ensure that we are crafting compelling sales demonstrations, we sat down with Farzad Rashidi, lead innovator of Respona. He shared with us the same sy…
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379 Into the Unknown: The Link Between Biofilm and Legionella
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Welcome back, Scaling UP! Nation. Have you ever wondered about the hidden dangers of biofilm lurking in your water systems? In our latest Legionella Awareness Month episode, we deep dive into the world of biofilm and its critical link to Legionella with our returning expert, Loraine Huchler, President of MarTech Systems. Packed with invaluable insi…
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Ep. 163: GTM motions for SaaS Startups that drive ARR growth with Karan Chaudhry
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In this episode of the Sprouts AI Podcast, Karan Chaudhry interviews Scott Sambucci, who delves into his transition from history major to sales expert and founder of Sales Qualia. Scott shares his journey and discusses key strategies for moving from founder-led sales to scalable processes. He covers essential topics like going from zero to one mill…
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An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call
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Episode 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old. Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn’t an effective way to secure a conversation with …
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Making Modern Changes in the Mortgage Industry with Phil Treadwell
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This week, Jen is joined by Phil Treadwell. Phil is making it his mission to help move the mortgage industry into a more modern and relevant place. It is time to embrace change and revolutionize the industry! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6-AkN3rMajV8OHfbJ_zw?vie…
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There is a great lesson for businesspeople in the struggles of contestants on American Idol and Sha k Tank. .There is a fine line between perseverance and self-delusion. Understanding that difference can make a huge difference in a life and a business. Here are some tips on making the distinction. Dave Kahle’s goal is to provide sales leaders and s…
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GTM 109: Behind the Scenes on Building Braze and Incubating 2 Companies with Mark Ghermezian
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Mark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experie…
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Chances are, you have heard about artificial intelligence being used in business. Many salespeople have AI platforms as part of their text stack but aren’t using the platform to create better conversations. In this week’s episode of Bulletproof Selling, we sat down with Mehdi Tehranchi, cofounder and CEO of knowledgenet.ai. He shared with us the sa…
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378 Tackling Legionella: Balancing Safety, Sustainability, and Disinfection
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“It is a team effort to protect public health from Legionella.” - Alberto Comazzi, Ph.D. We are excited to welcome back Alberto Comazzi, Ph.D. of Sanipur US, for his third appearance on the Scaling UP! H2O Podcast. As an expert in waterborne pathogens, Alberto shares his invaluable insights and experiences about Legionella to help our audience stay…
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Ep. 162: Enhancing Communication and Training with AI with Chad Burmeister
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In this episode, Chad Burmeister interviews Scott Sambucci about the evolving landscape of sales in the tech industry. They discuss the role of AI in supporting, rather than replacing, sales teams and the ongoing importance of human connection in an increasingly automated world. The conversation also touches on post-COVID trends, including the rene…
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This week, Lady Jen welcomes guest Julie Holly. Prepare to hear her explain the Three Key Investments so she can help you find freedom through multifamily real estate investing! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6-AkN3rMajV8OHfbJ_zw?view_as=subscriber Facebook: https…
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A question from a sales manager: "Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps them involved with customers who aren’t interested and …
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GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin
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As Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior…
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The best sales are great conversations. The calls that don’t go well, on the other hand, can seem like we’re speaking different languages. To ensure we are speaking the same language as our prospects, we sat down with Jay Conner, president of The Private Money Authority. He shared the same advice he has given to over a thousand salespeople on how t…
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377 Future of Legionella Monitoring: Strategies for Employing qPCR in a WMP
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"To find the most sensitive, accurate, reproducible, and reliable method for detecting and quantifying Legionella in a sample, qPCR is the best option.” - Michael Loewenstein In this much-anticipated episode highlighting the findings of Part 2 of Michael Loewenstein and Joe Benzinger’s study, Michael Loewenstein, Vice President of Scientific Consul…
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Go Farther BONUS Episode #23: My NUTS 100k Race Report with Stephen Steers
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In this episode of the Go Farther series, Stephen Steers interviews Scott Sambucci about his recent ultra marathon experience and the invaluable lessons he learned along the way. Scott opens up about the mental and physical challenges of the race, the importance of coaching in breaking through personal barriers, and how meticulous preparation and n…
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Grinding the Pavement for Bigger & Better Things with Justin Brown
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In this episode of Mortgage Lending Mastery, Jen is joined by guest, Justin Brown. Justin shares with us how important it is to not give up and keep grinding the pavement. All the continued work will pay off and will set you ahead! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6…
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How to Maximize The Power of a Sales Call
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There are a lot of misconceptions about sales and what constitutes a good sales call. Whether you are a professional salesperson, or you find yourself in a situation where you must convince people to do business with you – say a solopreneur, or small business person -- you need to manage a good sales call. In this podcast, I present a couple of eas…
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GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner
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Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influ…
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Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he’s had the privilege of watching Kristie’s business and influence in t…
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Getting Sales And Marketing To Work Together
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Marketing is a critical factor in a great sale, but too many salespeople hope marketing is on the same page they are. Great salespeople work with their marketing teams to ensure all of their strategies are aligned. To learn how we can set that kind of system up for ourselves, we sat down with Chris Peer, CEO of Syncshow. He shared the same system h…
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Go Farther Episode #22: The Journey is the Joy
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In this episode of the Go Farther series, Scott dives deep into the theme of pushing beyond limits and finding joy in the journey. Inspired by American runner Grant Fisher's remarkable performance at the Olympics, Scott draws compelling parallels between the high stakes of competitive athletics and the relentless pressures of entrepreneurship. He c…
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376 Are Legionella Cases Truly on the Rise? Insights on Legionella Trends and Prevention
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We have the privilege of welcoming back Janet E. Stout, Ph.D., President of Special Pathogens Technology and the founder of Special Pathogens Laboratory, A Pace Laboratory. Dr. Stout has academic affiliations with the School of Public Health and Swanson School of Engineering at the University of Pittsburgh. A self-described "Legionellologist", Dr. …
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Helping Homeowners with Financial Needs with Tom Bickett
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This week on Mortgage Lending Mastery, join Jen and guest Tom Bickett. Tom shares what drove him to the path he is on now, helping homeowners and what the turning point to his success was! ____________________ Join the Mortgage Lending Mastery Community Today: YouTube: https://www.youtube.com/channel/UCIz6-AkN3rMajV8OHfbJ_zw?view_as=subscriber Face…
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