More and more I find people in the mortgage business work as a sales person and not a consultant. To me my job is to consult people and advise them of their best mortgage options. Those who are taking the sales approach seem to not to be concerned with their customers overall best mortgage option but rather the LO's best commission.

There are way too many people in this profession who are not at all professional. They have one thing on their mind and it's $$$, they are more concerned with making the most money possible on a deal rather than making their customers best interest their the # 1 priority. People like this are the ones who make a bad name for those in our profession who are truly professional. Professionals understand the meaning of building a solid referral base, repeat customer base and gaining customers for life vs those who are looking for the quick hit and run.

I believe strongly in offering my customers choices and explain the pro's and con's of each program that they may qualify for, let them ask questions and make sure they are very clear on the advantages and disadvantages of each. Then they could choose the program that best fit's their personal situation.

One problem I find in this business is that many LO's do not know their products and don't want to learn new products, they sell only what their limited knowledge is. Not everyone is a size 9 black shoe person, maybe 18 years ago when you had 1 or 2 choices and that was itm you did not need to consultant as much, now with so many more options LO's need to learn products and advise their customers in a consultant role. Those who are trusted advisors will become more successful over time than those who are out for # 1.

Most people, even Referral Partners think I am in the business of doing loans. I really don't think of it that way at all. I am helping people create perhaps, the greatest debt of their life and I have a responsibility to help professionally manage that debt. My primary goal is to help my customers integrate their mortgage loan that they select into their overall long and short term goals.

A consultant is a trusted advisor

• Know your products
• Know your industry
• Know your customers needs
• Ask questions about your customers long and short term goals
• Listen to your customers needs and objections
• Don't pressure sell, recommend options
• Become an educator

"Selling will come more naturally when you do less selling and more consulting. When your efforts are driven more around giving sound recommendations vs selling.....sales will follow"