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Stereotype A
You probably know some of these mortgage people. If the whole industry were made up of this type, the government would have to regulate it. They don't bring much value to the industry. Half the time, they mess it up for the good loan officers. Their attitude is, "I need to make a deal, so I can pay my rent."
The label for this stereotype is - Loan Hack.
Quite frankly, loan hacks make your job easier. Their idea of salesmanship involves one thing - quoting rates. That's all they sell are rates.
If you fit this stereotype, you have a lot of work ahead.
Stereotype B
This type is the minority in the industry and in many cases they're the highest income earners. They view their business differently than the other stereotypes. If you ask this type, "Why do you do, what you do?" You won't hear the typical answer, "To make money."
They don't ask, "How can I earn more money?" They ask, "How can I make a difference with the people in which I have a professional relationship?"
The label for this stereotype is - Partner.
Their goal is to create a symbiotic relationship. Typically, they enjoy greater loyalty and get to select which agents to partner together.
If you fit this stereotype, you've done many things right in your business and can look forward to a prosperous year.
Most loan officers fit this category. Here's why - look at the reasons you wrote above. How many are the same or closely related to the ones listed below?
a. I render excellent service.
b. I offer a variety of products to help buyers qualify.
c. I'll close loans on time.
d. I'll help you make money.
e. Because I'm the best.
f. We're bankers, we do everything in-house.
g. We're brokers, we'll shop for the best r@te.
h. I'll co-market with you.
i. I'll give you referrals / leads.
j. I'll sit your open houses.
The reasons listed above communicate processes, how things get done, which might be logical to you, but not to Agents. In a way, you're detailing your job description. This isn't persuasive rationale for an Agent to refer you customers. Agents, like any business prospect, care about what's in it for them.
The label for this stereotype is - Loan Officer.
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Helpful Resources
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Tax Advantages for Home Ownership - Great closing gift that produces instant referrals
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