Mortgage lending has changed alot in the 24 months. We have lost over 280 wholesale lending institutions and
large banks. You and your customer may be thinking that they are unble to qualify for a home.
We need to remember the basics of selling more today than in any other era.
Remember we must discover the true need to complete the sale. We cannot just take down the basic information
from a client and expect to be able to service them well. There are some key points that every mortgage
originator needs to remember. You are the expert and they are with you because they are needing service from
the best.
1> Always take full and complete information from a client (ask the hard questions it pays off in the long run)
2> Be upfront with your client and offer solutions to every no. (even if they are not a buyer today)
3> Ask for the referral every time you talk not just after closing. (Network, Network, Network)
4>Let them know the information right away, Good, Bad or indifferent ( Your client will love you for it )
5> Believe in yourself and your expertise ( You are the Professional)
6> Alway be closing.
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