“If you say it, it is B.S., if your customers says it, it is gospel.”

One of the original "sales mantras" still applies in our business today.

Whereas it is our job to counsel and guide our customers to the right loan product, rate and fee structure for their personal situation, please keep in mind that part of persuasion is getting them to go along with your recommendations to the point where they are repeating and validating what you are telling them

We have all had situations occur where the customer was either uncomfortable or downright disagreeable to what you as a Loan Officer may be recommending. In a situation like this, you are almost always better off giving them what they want rather than what you think they need. Despite your strong beliefs, people will not buy unless you are selling what they want, and if not, they will find someone else who will.