I feel this is one of the most important personality traits that someone needs to be successful as a top mortgage originator. The good news is that if you don't feel this is a strength, you can develop it. I know loan officers that are VERY knowledgeable about loan programs, interest rates and qualifying borrowers; yet they arelow producers. Knowledge is not enough. You are in sales and must "sell" yourself to prospects. A decision between two loan officers often comes down to which one is more likeable.
Customers want to work with people that are friendly. This applies to any industry, but especially to ours. If you are not perceived as friendly and personable, referrals will also be more difficult to receive. If you scored low on this trait, then do a bit of soul-searching for ways to improve your friendliness. The best book I have read on this subject is Tim Sander's The Likeability Factor and highly recommend it.
If you haven't already taken my "Why so serious" Challenge.... do it this week!
Take the Challenge - Print this list of 13 traits and ask your staff (anyone you work closely with) to rank you on each item. Let them know you are trying to improve and value their feedback. To enter the giveaway, post a comment on any of my blog posts with your total score. (Yes - your score can be anonymous if you choose. Email addresses will not show up on the comment, they are only so I can contact the winner!) Drawing will be held September 15.
Click here to take the challenge!
I really enjoyed Tim sanders book. I scored a 118 (10 on friendlines!) Thanks for all the encouragement.
Posted by: John Carroll | September 03, 2009 at 11:11 AM