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 an appointment and the LO goes into the whole financial planning seminar, you know the one, where the borrower gets told if they free up this much cash each month they can invest it here or there and become a gazillionare in 3 days. This is all done before the borrower even says what they are wanting to do with their current mortgage situation!
You may be chuckling, but I've seen it done and believe me, it ain't pretty.
If we can somehow learn to keep things simple, this place we call the mortgage world may just get a bit easier for us all.
Learn to find out what your borrowers wants to do or what they are looking for. After that has been cleared up, then go into a presentation of whatever you would like AS LONG as it fits into their plan as well. Yes, we are the leaders in the borrower/broker scenario, but we also want to make sure we come across as a person who listens to what they want.
More often than not, if we listen to what's being asked of us, keeping our presentations about mortgage stuff simple is all it will take to get the sale. Don't over-complicate things and you'll see how much easier this business can be.
Now back to the original question, How do you put a giraffe into a refrigerator? (Remember, this is an exercise in keeping things simple)
The answer: Just open the refrigerator door and put the giraffe in.
See, simple!
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