1. Share Real Success Stories! I've been in the mortgage business for 3 months, and I already have some great success stories that I can share with potential clients. A good way to get your success stories in front of clients is to have them provide a recommendation to you whether in letter form, or online through google, facebook, linkedin, etc. People like to hear that good that you do for others. SHOW THEM! TELL THEM!
2. Don't Make Guarantees. In other words, under promise over deliver to your client every single time. I've even told clients that I'm sure they would appreciate a good suprise over a bad suprise anyday of the week. Shockingly, they all agree with me on that.
3. Don't sell anything but you! I'm new to the business. I get it. You've been in it for years and know about rates and terms, etc. Most clients will run to the hills if you start talking to them like they are an expert in real estate or mortgages. If you want to sell, sell yourself. Remember we all buy from people we like, trust, and believe in. The rest comes naturally. If your getting nickled and dimed by a customer or fighting to make it work, chances are it probably wont!
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