Welcome, to all my mortgage professionals. In today's market it can be easy for us to become distracted, discouraged, and frustrated with the ever changing guidelines of the financial markets.
I would like to start our discussion by encouraging you and giving you a few tips to not only survive but to thrive even in today's market.
-Get back to the basics* True we need to be innovative in creating new ways to do business however, we need to always remember and stick with the basics.
-Be confident* No one wants to lose a deal right? Well, I have found that if you act as if you can care less if you earn their business or not it makes you appear busy confidant and important and every one wants to work with someone who is popular and busy. Remember, no matter what's going on in the market today you are "ALL THAT" self-confident, smart, knowledgeable, fearless, strong, and the BEST BP
-First contact close *Try to spend at least one hour with your client on first contact, so that they feel connected and have shared so much information with you that they would rather not go through repeating all of their information again with someone else. Ask open ended questions to gather information and make the borrower feel connected to the process and closed ended questions to drive them to the point of where you want the to be.
-Sometimes borrowers no matter how you try to educate them still can't understand the true benefits of the financial plan that you have put together for them. If they still seem uncommitted before the end of your contact try sending them a color graph of their benefits next day mail. The borrower feels important and can a lot of times understand your vision for them a lot better.
-Follow up* Be sure to return calls as quickly as possible. For those clients who you know no one else will go through the effort to help, but they have turned you down even though you know you have a deal, give them about a week and call them back, they have usually heard "NO" so many times that they will do business with just about anyone.
Lastly, expect that you will do well no matter what the market conditions are and you will!!!
I hope these tips have been helpful and encouraging.
Keep being the BEst mortgage professional you can be and tell all of your friends about Mortgage Masters.
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