#WeekendCalltoAction – Are you advising your clients? Or just taking orders and filling in the blanks on the 1003? There is an “art” to taking a 1003 in the mortgage world. And someone whom does it correctly should be gaining the like, bond and trust with a client in the process of completing it. It’s CUT-THROAT out there right now, are you just selling rate? Or are you “custom tailoring” a financial solution for someone in the process of advising them?
Are you taking a consultative approach to the way you take a 1003? The whole “digging deep” aspect and finding out the “why” for each client and helping them use a mortgage as a vehicle to reach their goals. A home is a wealth generation machine, Real Estate has always been a great and safe tool to build wealth. From yesterdays’ stock market sell off, you can see how volatile the markets can be. Jeff Bezo’s lost 9 billion yesterday. Think about that. Are you helping clients use a mortgage to make bad debt be leveraged by good debt (debt consolidation)? Maybe showing a client how to take some equity and buy their first investment property?
This is the difference maker now, you are either becoming an adviser to be the “newest addition to someone’s financial team” or your going to sink.
Today, I suggest this art of taking a 1003, because that’s the heart of the transaction. And not only does the 1003 need to be FILLED OUT CORRECTLY, you should be digging deep in the process. If you do that you will find out clients motives, and be able to bring emotion to the table. Be consultative in nature, and ask questions like – What’s your goal in the 5 years, 10 years and beyond? Did you plan for the kids college yet? Are you looking to save money or pay your house off sooner?
There’s many examples I could give here, but the best is actually acting like the title you have – Mortgage Advisor / Mortgage Expert! Are you just a LO, or are you creatively thinking of ways to help someone use equity to build wealth?
#WeekendCalltoAction – Inside the group Sales Talk with Mortgage Pro’s I have several things inside the files tab. Go check it out, print the scripts I used to use for purchases or refi’s and they may help you dig deep.
As Always –
Hope you liked the new openner 🙂