mortgage training: Your Target Audience
- 06/26/08 02:29 AM
Mortgage Mailbag subscriber Doug's biggest fear is finding loans that will close! Doug, when I read this comment, the one thing that stands out in my mind is that you're throwing a blanket over the entire borrowing world and hoping to get someone caught in your net and then hope they qualify for any program you offer. That's fine, if you understand that's what you're doing. I believe if you target a particular market, the chances of getting more closeable deals will be greater in the long run. If you want to be all things to everyone, then you have to … (0 comments)
mortgage training: Mortgage Pro's, Have Pride In Yourself!
- 05/29/08 03:37 AM
If you were doing business with someone for a financial transaction as important as a mortgage, wouldn't you want the person you're dealing with to have some sort of pride in how he/she presents himself/herself in public? My belief is if a person doesn't have pride in themselves in public, what kind of job will they do for me in private? Now, I'm sure there are people in the world that have no pride in themselves what so ever and do excellent work. I can think of a carpenter who did work for my parents. The way he presented himself was … (5 comments)
mortgage training: "My House Lost Value"
- 05/22/08 02:42 AM
OK, time for you to get your thinking caps on. I'll present a question that may seem like a simple answer at first, but there is a LOT deeper meaning in the long run. Will it help you with your business? Only you can decided, but it will give you a better understanding of the mindset of different people and then maybe you can have a better understanding as to how to deal with it.What is the ONE thing that EVERY car has in common after it's driven off the lot? Chances are that car lost value. People accept it because they didn't … (3 comments)
mortgage training: The Lack Of Production Concern
- 05/19/08 07:49 AM
A big Loan Officer concern is "Lack Of Production" At some point in time, this is something most of us have to come to grips with in our careers, where is our next application coming from. There are two methods of thought for this concern:1) keep doing what you're doing, it will eventually work out.2) What you're doing isn't working, go do something different Each of these thoughts has their good side and their bad side. The neat part is, one question can be asked of both of these thought processes: "When do I know when to stop one and go to the other?" That's a question … (3 comments)
mortgage training: How Do You Put A Giraffe In a Refrigerator?
- 05/15/08 01:41 PM
I have a question for everyone reading this: How do you put a giraffe into a refrigerator? Right away you're wondering what am I talking about. Well, I was recently listening to a seminar and the speaker asked that question? Actually, it was quite an informative seminar, a lot of good stuff. The premise of this seminar was how we, as a society, seem to complicate things way too much. That's when I put it together and realized that we, as Mortgage Professionals, have a tendency to over-complicate things as well. Here's an example... A borrower comes into an office for … (0 comments)
mortgage training: Rinse, Repeat
- 05/08/08 02:31 AM
Loan Officers are always looking for the one tip that will help them close every loan. They seek out that one program that will instantly bring borrowers to their door. They will try a new script everyday because yesterday's didn't work for them. I'm here to tell you there is no magic bullet, there is no secret pill that will make you instantly successful as a Loan Officer. BUT, there is a method that has been tried and proven throughout the history Mortgage Professionals that has worked to get loans closed. It's a technique that has made the shampoo industry millions of dollars. It … (1 comments)
mortgage training: RMT Teleseminar for Loan Officers
- 05/02/08 05:35 AM
I wanted to give everyone a head's up about this: The next RMT teleseminar is scheduled for Tuesday May 6, 2008 at 4:00pm est, 1:00pm pst. The Title for the teleseminar is "Inner Game Basics: How Your Inner Game dictates your income as a Loan Officer". The teleseminar is schedule for ½ hour with a possible Q&A session afterwards. Call in details will follow soon.
… (3 comments)
mortgage training: The Ultimate Post!
- 04/30/08 03:13 PM
Have you ever just stopped to think of what used to get you all pumped up when you were younger? Maybe your favorite song, maybe a television show you used to like?Have you ever did some research just to relive some of these feelings? What did it feel like after you heard that song or saw the television show? Felt pretty good, eh? The reason I bring this up is because I heard something today that really got me feeling good. I then did the youtube thing and found even more stuff that pumped me up! It got me in a real … (1 comments)
mortgage training: Current Market Condition Is NOT The Cause
- 04/21/08 02:03 PM
How does a Loan Officer stay focused in this type of market? In terms of the "Inner Game", staying focused has nothing to do with current market conditions. If the market is soft and the phone isn't ringing, your mind can wonder away from doing what you need to do to get more business. If the market is strong, the phone is constantly ringing and your mind can wonder away from doing what you need to do to get more business. The choice is yours whether you do what you need to do to get more business, not the market's! YOU need to find a … (0 comments)
mortgage training: How Daydreaming Can Make You Rich!
- 04/17/08 02:20 AM
I think the older we get, the more we let the creativity go in our lives. Remember when you were a kid, what you thought about? Some wanted to be a fireman. Others a ballerina. As we got a bit older, boys started thinking about the car they wanted to drive; a Ferrari, a Porsche or maybe a classic muscle car. Most girls, at least ones I had talked to, thought about a their dream honeymoon or a luxurious trip to some far away land or island.Eventually, after we got out of school, we grew complacent with what we had. We settled … (1 comments)
mortgage training: Sometimes You Just Gotta Give A Plug...
- 04/09/08 06:39 AM
OK, this will be what my partner calls a "shameless plug", so bare with this post. There is a new downloadable E-Book out designed to give Loan Officers an edge in the business. The e-book taps into the minds of different Mortgage Professionals throughout the country by means of an interview format! The Pro's (from all walks of life in the mortgage business) answer questions about their particular success and what/how they got there in their own words, their own style, their own philosophy. I'm talking about it on ActiveRain because several of the interviewees are members of A.R. so the names may seem familiar to … (0 comments)
mortgage training: Do You Have Natural Game?
- 04/07/08 02:05 AM
No matter who you are, you probably have some sort of "natural skill" hard wired into your brain. Natural ability can be defined as some kind of activity you do that just comes easy for you. Some folks are good with numbers, some folks find it easy talking with strangers, some are in tune to the fine details within documentation. Those are three traits that successful Loan Officers have to continually grow their business.The amazing part is, hardly anyone is "naturally good" at all three of those. BUT, all three of those can be learned in time, and then they become natural. … (2 comments)
mortgage training: Please Don't Tell Me You're A Victim
- 03/27/08 02:51 AM
I was with someone the other day who was not a Loan Officer, but the conversation did get me thinking about people within the mortgage industry. The conversation was about personal appearance, but I won't get into detail about it. Anyway, from that small conversation I started thinking about how Loan Officers think about their personal business and what I've heard in the past from different LO's. If I've heard "it's not my fault..." from an LO one time, I've heard it a thousand times. If you're in the mortgage origination business, you have to realize one thing, this is a people business. People will NOT always do what you … (1 comments)
mortgage training: Focus, Focus, Focus!
- 03/17/08 01:56 AM
What do you think about as a Loan Officer? Here's a tip, don't focus on what you do have that you don't want, focus on what you DO want. Your mind is a powerful thing, it can make you do things you have no idea you're doing. If you really understand how powerful it is, then there is almost nothing you can't achieve in the mortgage business. All that being said, and if you really understand the power of your mind, you know that whatever your focus is your mind automatically gears itself to follow that thought plan. If you're always thinking about … (3 comments)
mortgage training: The Best Investment For A Loan Officer
- 03/12/08 01:18 PM
There are some Loan Officers that spend a lot of money on things such as cloths, cars, jewlery, etc. But they never think to invest a dime on their personal growth. They want to impress others by giving off the impression that they know what they're talking about. Then it happens, they open their mouths and anyone can tell it's an act. There are WAY too many Loan Officers that spend money on all kind of things to help their businss grow, except themselves! The most important thing that can make you money in the mortgage business is YOU but you choose … (6 comments)
mortgage training: Skills, Skills, Skills
- 03/11/08 02:35 AM
Loan Officers can find techniques all over the internet and various mortgage broker publications. They can download scripts, they can download the newest version of that fancy-dancy new product that a new Lender is offering, they can send out the double-high-glossy postcard that "will attract ANY potential borrower." But, is that all you need to be successful? Will following these techniques get you where you want to go in the mortgage business? Think about this, just because you have the techniques, doesn't mean you have the skills. Techniques can be classified as scripts, postcards, products, etc. Skills can be classified as how … (1 comments)
mortgage training: Interrogating Your Borrowers
- 03/05/08 01:16 AM
Have you ever heard this when learning sales techniques, "the peson asking the questions is the person in control of the situation"? That's a good skill to know, but there is a fine line that you MUST NOT CROSS to make this technique effective to your future growth.Most Loan Officers, when interviewing clients, take this technique way out of context and continually bombard their clients with questions because they want to stay in control, but ultimately, this can back fire on them.Think about some police shows or movies you have seen. What does the policeman usually do with the suspect in custody? They bombard them with questions … (4 comments)
mortgage training: Do You Have Enough Time?
- 02/27/08 05:25 AM
One of the worst things you can EVER say as a Loan Officer is "I don't have enough time." That is probably the one thing that will turn your borrower off so fast, neither one of you will know what hit you. Now granted, there are some things that have unrealistic deadlines where the "I don't have enough time" thing makes sense, that's not the issue. The issue at hand is a false time constraint you put on yourself, such as "I don't have time to make the phone calls"; "I don't have time to meet with you on Saturday"; "I don't … (4 comments)
mortgage training: The Hope Of A Loan Officer
- 02/25/08 11:57 PM
Have you ever said this before an appointment..."I Hope I get this loan." Almost every Loan Officer has hoped for business at least once in their carreer, no matter how long or short it was. As you know, mortgage people don't get paid until they close a loan, so hoping a loan closes is something that's engrained in our "hard drive", so to speak. Our very purpose of doing a mortgage is to close it, right? We can hope and hope and hope a loan closes, but then what? Here's somethig to really think about, does hope do anything for you? Does hope … (0 comments)
mortgage training: Smile...It's Contagious
- 02/22/08 04:38 AM
Have you ever walked around and looked at people expression? When you're sitting at a restaurant, have you ever noticed other people around you? Most people are oblivious to their surroundings. They go through life with their head down and never say a word to anyone. You, as a Loan Officer, need to step it up a bit and be a bit more friendly and really stand out from the crowd. Here's some things to try out. Do them for 1 week and see what happens to your business. -When you're in line somewhere, turn around and start talking to the person behind … (0 comments)
Mortgage Mailbag subscriber Doug's biggest fear is finding loans that will close!;)
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