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Loan Officer Training - When Should I Give Up
You should hear some of the answers I get. They talk about consistency, fortitude, persistence, and never giving up! It's almost like listening to one of those motivational seminars or books on disk. The answers are well thought out and usually hit the nail right on the head. After hearing all of this though, I can't help wondering why so many of these same loan officers don't believe their own words. If they truly believed what they were saying, then wouldn't they be hitting their goals more often? Or maybe they do believe in what they are saying and simply aren't sure what to do about their current situation, so they choose to do nothing at all. (Situational paralysis) Why do we give up so easily? Why do I hear complaining all the time about how there is no money to be made as a loan officer, and how originations are down and everyone is hurting? Regardless of how much the rates have gone up, and regardless of how many times agents tell you that closings are down, there are still millions of transactions closing this year! With millions of loans closing each year in the U.S., how many of those do you need to be successful? Would 20 more closings per year help you out? How about 30 or 40? If your answer is yes, that this would have a positive impact on your income, then why aren't you doing something about it? Maybe the referral sources you are targeting don't have anything to offer? (This issue alone could fill a few volumes of the Loan Officer Training newsletter!) If this is the case, I recommend a change of focus. Intensify your efforts to target those who are doing business, instead of working with those whose pipelines always seem to be dry. Focus on those who are still plugging along. People have to buy and sell and it happens every single day. There is plenty of money to be made no matter what the doomsday predictions say. Every market that brings hard times to the masses also brings with it wonderful opportunity to those who are willing to take action. When the easy refis have gone away you simply need to discover new ways of finding business. The beauty of this situation is that it is not rocket science. There are highly effective ways of originating that can fill your pipeline with referrals. If you haven't given up that is. One thing I hope you take away from this issue of Loan Officer Training Tips: Success is NOT an option! Take action today to make a change for the better! Stop by the Loan Officer Marketing Lab today. Articles, audio clips, video and much more await you! http://www.loanofficermarketinglab.com Article Directory: http://www.articledashboard.com |
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