I’ll be everyone reading this has heard this phrase before: For every action, there is an equal but opposite reaction. That’s basic physics stuff. I’ll bet you’re wondering why I’m using physics when writing a Loan Officer Training article, right?
What is one job that every Loan Officer has done?….Telephone calls! We are all trained to call and call and call. Some Mortgage Broker shops have designated call nights where a Loan Officer HAS to make a gazillion phone calls before he can leave. All I can say is been-there-done-that. I never thought it was fun, but I did it.
How does that phone calls tie into the physics lesson? It’s a simple change in mindsets that cause your paycheck to double and triple in size, but that’s totally up to you.
If every action has a reaction, take advantage of being conscience of this. When talking to someone on the phone, if they seem a bit testy (every Loan Officer that has made calls knows what that means) be just the opposite. Don’t be rude, but be fun on the phone. If you read from a script, which I believe everyone should have some sort of a crutch, practice it several times before you start. Read it out loud several times. Practice smiling when you read it.
You’re goal when making phone calls is NOT to sell a mortgage, is it? You’re goal is to set an appointment, THEN you go into “mortgage sales mode”.
No matter what is said on the other end of the phone, you have to react to it. If you react positively, you’ve done your job. This isn’t rocket science folks, it’s mortgage sales. If you’re gonna do it anyway, be happy when doing it.
And now I would like to invite you to get “Mortgage Info With An Attitude” with Free weekly answers about the mortgage business in the Mortgage Mailbag. As a Bonus, you’ll receive the Special Report “The 5 Biggest Myths about the Pay Option Arm and the Real Truth About Them”. You can access this free service and the bonus at http://www.MortgageMailbag.com
Tags: andrew poletto, loan officer, loan officer training, mortgage broker, Mortgage Training
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