I had a conversation with someone the other day and it's been on my mind, so I figured I would right something about it. The conversation was in the realm of how people do what they do and how some folks stay on the top of their game and others don't.
Some Loan Officers think being in the mortgage busines is simple. All you have to do is talk to people, take an application, send off the information to a Lender and close the deal. Pretty simple, eh? I'm sure there are Mortgage Brokers out there that make a fine living by utilizing this philosophy, but I'll bet those are few and far between.
If you really break the mortgage business down, I believe it can be put into two main parts: Talking to people and sending the info to a lender. So, if you follow me here, the things you MUST constantly be at the top of your game on is dealing with the public and knowing the mortgage products you sell.
If this is a people business, what are you doing to increase your people skills? I hear it all the time, "I have great people skills. People LOVE me! I'm the life of the party!" OK folks, let me ask you this, have you ever heard ANYONE in this business say (seriously), "people hate me, my people skills are terrible, bla-bla". My point is EVERYONE thinks they have great people skills, but hardly anyone says they can improve on them.
Now, along with understanding people, you have to understand the products you can offer people. If you only sell 30 year fixed rate mortgages, and I'm sorry to say this, but all you do is take orders. You don't need people skills to quote a number and write figures and info down on a piece of paper. If you're an order taker, there is no interacting with the public. You are doing nothing more than playing a numbers game with the phone. I'm not putting that down, but let me ask you this, what happens when the phone stops ringing? You have 2 choices, either go out and get the business by interacting with the public or your boss will help get out there, if you know what I mean.
You as Loan Officer or Mortgage Broker have to constantly refine your skills. By that I mean you need to contanstly be studying how to deal with people and you need to constantly be researching and understanding mortgage products.
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