AHHHHH SALESMAN!

We have all heard it before.

That really forward statement from a salesperson we just met that instantly makes us feel uneasy and looking for a fast escape. A classic example of this is the car salesman who uses the ancient "we want to earn your business" line. For most of us, that one immediately puts us on the defensive and changes our focus from that of leisurely looking at cars to nervously looking for the nearest exit. That type of selling approach may work in the car business: a heavily comoditized market in which repeat business is rare and rarely considered in the selling process. It does not fly in the mortgage business though. It does not work with your borrowers and it is even worse with referral sources.

Asking for business before asking a customer's needs is sales malpractice. Worse yet it will ruin almost every sales opportunity you have. Tomorrow... avoid the malpractice!