This business is about more than money — here are its obvious secrets

Jim L. McIntosh, operations manager, Blarney Stone Funding Inc.

As published in Scotsman Guide's Residential Edition, September 2005.

I recently attended a seminar for mortgage-loan officers.  There, I networked with several mortgage brokers, loan officers and business-owners. I was surprised to see how negative many of them were.

Those conversations led me to consider what qualities make a successful salesperson or mortgage broker. Here are five that any mortgage professional can use.

Stay positive
If you think positively, you will create an aura of success. If you believe you will get that sale, listing or whatever you are trying to achieve, you are more than halfway to achieving that goal.

Show excitement. Even if you are declined, take the rejection with a smile. Tell yourself that one day that customer will say yes, and you will be prepared when they do.

Establish a game plan. You can be as positive as you like, but without a plan or a focus on a destination, you are wasting time. Think about what you are truly trying to achieve.

Be enthusiastic
Are you the most enthusiastic person you met today? Ask yourself the following questions:

• Did I exude an attitude that would make a memorable impression on the people contacted today?
• Would I buy a product or service from myself with my attitude? Look in the mirror and be honest.
• Did I do everything I could to help my clients today?

Was I a “yes” or “no” person today? “Yes” people help others find solutions to problems. “No” people turn away customers and kill deals.

Page: 1 2 3 Next