You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn't you launch straight into your presentation?

With all the changes these days  in how mortgage loans are originated, underwritten and approved, it would be wise to revisit how you set your borrower’s understanding for what to expect in the home loan process.   Gone are the days of  10 day closings, stated income and limited doc loans.  Now, more paperwork and proof are required to borrow money, and it is critically important that your borrowers understand this. 

The creation, control, and conversion of leads determines the revenue and success of your business.  Most Speakers, Trainers, Coaches, and Authors focus a lot of their time on the creation of leads.  They try to sell you their “lead generation system” – the system that creates thousands of leads for you!  We have all heard of these third-party Internet companies that, in most areas, are charging Agents lots of money for low quality and low conversion rate leads.  The only people who are making money out of this deal are those Internet companies.

If you flashed back to a year ago, you’d find yourself in the midst of a refi boom.  The government started buying mortgage-backed securities which drove rates down into the 4 percent range which sparked a refinance market nationwide.  In 2009, many loan originators produced as much as 60 to 80 percent of their total business in refinance loans.  That was then, this is now.

No one can sell you better than one of your own customers.  That’s why your best source of referral business is your borrowers.  People who have selected you as their lender and experienced the great service you provide have the opportunity to tell their family, friends, neighbors, co-workers and anyone they know how good you are.  And they’ll gladly do this…if you ask them!