Would you like to be shopped less, earn more per loan and enjoy more referrals?

I know what you are thinking... of course I do, everybody does, is Michael Jackson odd, is the Pope Catholic, etc...

In order to accomplish more for less you must possess the two keys to mortgage mastery.

The first key is that there is an immediate impression that you possess an extraordinary knowledge and competence in your area of expertise. Displaying your knowledge to the customer is one thing, but dazzling them and making their heads spin with your expertise is where the real power of persuasion lies.

The second key is that you instantly send a message that you have the customer's best interests in mind.

These two keys go hand in hand because no matter how brilliant your customer thinks you are, if they perceive you are playing for yourself, they will look elsewhere. On the flip side, if they perceive that you have their best interest in mind but don't possess extraordinary knowledge, they will probably still keep shopping around.

Within minutes of talking with an Originator who has mastered the two keys, borrowers are no longer focused on rates and fess, They are already on to more important issues like early retirement, financial independence, funding education and savings.

Our efforts ultimately (end hopefully) result in a mortgage but it is our knowledge and intentions that dictate our success by setting us apart from everyone else who is just peddling a commodity.

To be continued...