Fear,and,the,Mortgage,Broker,H finance, share, loan Fear and the Mortgage Broker
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Hey Mortgage folks, has this ever crossed your mind? Im afraid if I push someone too hard, they may not use me to get the deal done, whether it be the Pay Option Arm or something else. I dont want to seem too pushy. I know the POA is a great product, but pushing it on someone just isnt my thing. I do understand where youre coming from. Youre coming from a place that every LO goes through at least one time in his/her career. Its a place called FEAR. Fear is a funny thing. It will make you do something, but it will also take things away. That choice is yours and no one elses. Ill even take it a bit further, its not so much the Fear thats causing the concern, its the fear of losing the deal. Heres a big tip, you need to develop a NO FEAR OF LOSS attitude. For instance, if you think you may lose a deal because youre pushing your client, guess what, you will. Youre afraid of loss and people can sense that. If you have the opposite attitude, guess what, people sense that as well. You have to have NO FEAR of loss. Im not saying be rude and arrogant because thats a big no-no, Im saying develope a confident attitude. If you honestly feel the POA is the best thing for your borrower, make sure the borrower knows it. Make sure you relay that attitude to them. Please dont misunderstand what Im saying, if the borrower doesnt like the POA concept, or just doesnt understand it, or even if he doesnt want to hear about it, dont dig your heals in the ground and say its either this product or no product, thats the wrong attitude and youll NEVER gain business that way. Always have a backup plan. If the POA doesnt fit the bill, present something else, but present it with confidence. Also, keep this in mind; no matter if the product is a Pay Option Arm or a 30 year fixed, youll have some sort of competition out there. How you choose to compete with this is totally up to you. If you choose to have lower fees, which includes negotiable fees, you may get more business volume (which isnt always a good thing). If you choose to have higher fees, be prepared to have more new people walk away from you. (past customers usually come back and refer to you because of your confidence and friendly attitude) In my case, I feel the POA is the best product on the planet. It can run circles around any other kind of product. Any objection that comes up regarding the POA I can handle. Does that client always get it? Nope, but thats not the point. I now have their attention as being the expert in the mortgage business and who doesnt want to deal with the expert? My point is, whatever it is you choose to do, do it! Stick to it and dont waiver. Have the pride and confidence to stick to whatever it is you choose to do and have no fear of loss.
Fear,and,the,Mortgage,Broker,H