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A Guide for Mortgage Professionals
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Going to the next level...is that what you want?
Over the last twenty years I have observed thousands of mortgage originators and have found certain characteristics that superstar originators exhibit and set them light years ahead of their competition. Want to move to the next level in personal production? Then adopt the principles that appear below as your guiding philosophy.
- Operate with a PASSION.
- Go the extra mile.
- Be a resource
- Be creative.
- Invest in yourself.
- Be authentic and real.
- Love what you do.
- Focus on service, not what you get.
- Cultivate support
- Start your day early.
- Believe in yourself, mission, organization, loan products and most importantly, put your clients interests and needs before yours.
- Be focused
- Break the rules - Don't follow conventional wisdom...never satisfied with status quo. Motto is: It can be better, I can be better. I can do it better
- Macro thinkers...see the big picture. While they handle the details, their creative thought patterns focus on the macro issues.
- Study their clients needs.
- Study their competitors.
- Keep in touch with their clients and referral partners
- Cultivate references.
- Ask for and get referrals.
- Are detectives - Spend a bulk of their time getting, not giving information.
- Use customer profiles - Focus their limited time and energy on only with well qualified prospects
- Believe in win-win negotiations.
- Keep accurate records.
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