Is Your Loan Officer A Salesperson?

October 1st, 2012

I think it is important to remind everyone every now and again that the mortgage business, at the end of the day, is a sales business. And loan officers are salespeople. We are trained as salespeople. We are incentivized as salespeople. Within the corporate hierarchy we are known solely as salespeople. But the consumer seems to forget that they are dealing with salespeople. I am not saying Read the rest of this entry »

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I Am In A Database? Really?

May 4th, 2012

Yes, we are all in databases, likely hundreds of them. Every single time we call an organization, buy something or ask a vendor a question, we go in a database. Companies and salespeople do not set up costly structures, go through licensing and training, and spend money on products and services, in the hopes that you will call, and call again, and remember to call in the future. Quite frankly, humans do not remember, we forget. We cannot remember all our favorite service providers and products. We need to be reminded. This is why Facebook exists, it is a convenient database of our friends, and reminds us of birthdays, to check in with friends far and wide, it automatically shows us news on friends lives, and forces us to stay in touch with more people than we ever could without it. Sales is no different. Salespeople organize clients and potential clients in a database. Why does this matter to you? Read the rest of this entry »

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It Got Dark!

January 26th, 2012

Going dark. All salespeople have experienced this, no matter how good. You educate a potential client, you spend hours and hours with them answering questions, you create a relationship, and you truly seek to help them to earn your commission. And then it happens, they go dark. No contact. No return calls. No email reply. No nothing. It is eerie. You start to wonder what you did wrong. Read the rest of this entry »

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