I recently got an email from a person saying their biggest fear is being rejected.
Now, what I'll write about today may shock some of you because it may be a bit contradictory from what I've previously wrote. BUT, I'll ask you to stick with it till the end before you make a judgment.
I've always said that your biggest job as a Loan Officer is not to sell the mortgage product, but to sell YOU. Your clients are already coming to you to get what you're selling (a mortgage), you just need to sell you to the clients.
So, that being said, when someone tells you "no", there may be a self esteem issue going on.
Traditionally, folks will tell you that when someone is saying "no", they are not directing that to you, it's the product or the "opportunity". I'm here to tell you, in the mortgage business, they are saying "no" to you.
Now, don't freak out, you need to understand this concept before you get bent out of shape.
In this business, everyone sells the same type of products, mortgages! Some Loan Officers claim they have lower rates than the others, some claim they have lower closing costs than the others. We all have our opinions whether this is true or not, so that issue will not be discussed.
If everyone has, basically, the same "stuff" to market, what else is there? It's the company your work for or it's you. Using that logic, it's safe to say that yes, YOU are being rejected when someone says "no" to you.
Instead of having the "oh woe is me" feeling, you need to develop the "who's next" attitude.
Think of it this way, have you ever went to a store to buy something and the feeling you had wasn't exactly positive? Then you went to another store to buy the exact same thing and it "felt right"? Believe it or not, everyone has experience that feeling at least once in their life and that could be what went on in your situation.
The bottom line is, you can't please everyone all the time, so don't feel like you have to. Just because someone doesn't get a mortgage from you shouldn't get you down. At least you know your marketing efforts worked because that person came to you. Feel good about that because now you know you can attract folks, which is what we're wanting to do to begin with. Eventually, you'll attract the right folks and your business will grow.