Is the mortgage business your career, or are you just here till you can find a better job?

The mortgage business has been my profession for as long as I can remember. I've seen thousands of people enter the mortgage industry and then find it was not the right "job" for them, so they left. One of the most fascinating statements that I've heard from those people is "I'm looking for a job where I can make real money." Maybe the statement is incorrect grammatically, but for sure it is incorrect in its content, and the inference that it draws. As earl nightingale has written, only people who work in a mint, make money. The rest of us earn money!

When you bring someone into the business, do you train them properly, or do you just hire them and then throw them out "on the street". It amazes me that presidents of small companies spend a large amount of time training new operations people how to process, close or deliver the paperwork that completes a file, but when it comes to sales, they can't wait to throw new salespeople out "on the street".

Which way do you see yourself? Are you a trainer or a thrower? Do you really know how much success you can help someone attain simply by providing them with proper training and tools? You can help others have as much success as they want. Success that will lead you to whatever they want out of life, whether it's power, money, houses, cars, vacations, boats, special schools for Kids, gifts for their spouse-whatever! The benefits to you are more than just financial, much more!

Most of you, no, almost ninety percent of you don't make the effort to properly teach the people you hire to perform their sales job properly, much less professionally. Recently, I met with a friend of mine who said something radical, yet obvious. It seems that the only real successful people in this business are those that want more than just a job. Anybody can get a job, but not anybody can have a profession. If you want to be successful, you must help others be successful.

Why do most of us treat our employees like chattel? Don't we realize that with proper development of abilities, that we can create successful people?

Most of the people in this business pay no attention to the important things that make people successful. Most are just satisfied to teach the technical aspects. What you should teach are motivational and organizational techniques. Why don't we see the obviousness of this premise? Is it money, or just not caring? Here's a question for you; have you ever read a mortgage/deed of trust? Have you asked your sales staff to read one? With absolute certainty it has been my experience that 9 out of 10 loan representatives have never read a mortgage/deed of trust. More than that, have you ever read a note/bond? Or any of the other documents that constitute a closing.

Why are these things important? To be effective in the business of sales, you need to know your product or service! You can't expect your sales team to be excited about what they have to offer unless they know exactly what "it" is, and why their prospect needs it!

Your sales team should be able to sit down with a prospect and clearly define and describe what they are offering; and be excited about it! When you send people out "on the street" to close sales, they need to be properly armed with the tools, materials and knowledge to support their product. You may not realize this, but without the proper tools, you're positioning your sales team for failure rather than success! With a little help from you, your sales staff will turn their "jobs" into "careers" and your business will prosper for it! DON'T JUST THINK ABOUT IT, DO IT!

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