Go ahead and admit, you have either said or heard something similar to this comment:
"That borrower / referral partner was so dumb."
If you are guilty of saying or thinking something similar, my question is:
What does that say about you as a person and professional?
Why the question?
In very simple term...you are a conveyor of financial information, thus a conduit to your clients mortgage solutions. More importantly, you are the connecting point between their need of a mortgage solution and them actually getting one (or counseling them not to get one in some cases).
Why would you expect a prospect to know the ins and outs of the getting a home loan beyond your abilty to explain or articulate the process?
Yet, there is one critical area your clients have a great deal of knowledge (knowledge you need) and that area is their problem(s). Remember, solving your clients problem(s) is what being a professional mortgage originator is all about and you will (or should) spend a great deal of time trying to ferret out that information from them.
That's why it doesn't make sense proceeding on the false assumption your prospect doesn't know anything . Clearly the prospect does know something critical, otherwise you wouldn't set up meetings attempting to learn or uncover that something.
Your job is to uncover their problem(s) and then show them how your professional mortgage advice/service can be used in solving those issues. You must approach this task as the prospect's partner, as an equal. If you bring arrogance or a superior attitude, your career will suffer...as it well should.
Your client doesn't know nor understand the mortgage industry as well as you, because it's not what they do for a living. You should be able to articulate essential information immediately, clearly and not shake your head in disappointment when your borrower or referral partner isn't catching on as quickly as you'd like.
It's your job to facilitate this efficient flow of information between yourself and your client by being scrupulously honest with them about your company and the mortgage services you provide.
As long as you and your client, working together, can define the problem to a degree sufficient for you to be able to help, your client is quite intelligent enough.
Bottom line --your goal is not to dwell on your client's shortcomings, rather it is to encourage an intelligent decision that is in their best interest.
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