Today’s selling environment presents mortgage sales professionals with many challenges. For most of us, our entire day is spent influencing, persuading, leading, and negotiating to move another person from a state of indecision to one of decision. Mortgage is a high trust transaction. Anything we say to a potential client who doesn’t trust us, is met with resistance. When what we do is help borrowers make choices that are in their best interests and for which, without our knowledge and influence, they would not have the ability to make on their own, we must learn the skill of quickly building trust. If we can’t connect, we can’t convince.
In today’s environment, borrowers have more sources of information, there are more people involved in the loan transaction, and there is a more structured process—all of which make obtaining a mortgage loan a complex and often chaotic endeavor. Borrowers used to value loan officers for our availability, as well as for our ability to provide program options and quote pricing, but borrowers today are looking for something they can’t get online, from automated systems, or from uninformed salespeople.