How does your mortgage team approach their workday? Should they simply do what they’ve always done each day to succeed?
In an ever-changing mortgage market, the answer is No. It’s important for you and your mortgage team to always know your marketplace and adjust how your team sells and interacts with customers. There is no such thing as a marketplace that is unchanging – especially during a pandemic. Be ready to react and pivot sales approaches to help maximize success!
“If you do what you’ve always done in a changing market, you’re going to get less than you’ve ever got.”
– Dale Vermillion, Mortgage Champions
Per mortgage sales expert Dale Vermillion, the saying ‘If you do what you’ve always done, you’ll get what you’ve always got’ is a false statement. Dale has asked audiences across the country if that statement is true or false; and everybody ill-advisedly tells him it’s true. The fact of the matter is… the statement is 100% false.
Here’s why:
This old adage assumes the market is not changing. If you do what you’ve always done in a changing housing market, you’re going to achieve less than what you could be achieving. Instead of assuming conditions are constant each month, loan officers need to grasp that the mortgage market is changing all the time from external influences, which can cause purchase swings, volatility and opportunity. Be sure to have your mortgage team work to the most current market so that you’re always doing what is most effective, efficient and powerful within your marketplace.
Live by the new adage. The new adage is always knowing your marketplace and fine-tuning how you sell and interact to make sure that you’re in-line with the marketplace. When you do that you win big. That’s today’s Dale eMinute.
Watch Dale Vermillion’s mortgage sales training video.
Mortgage HQ includes daily one-minute videos from Dale Vermillion, one of the foremost leaders in the mortgage industry. Topics include daily market updates, sales tips and motivational videos to keep LOs excelling in their business.
To see a demo that will give you access to valuable training topics like these and more, visit OncourseLearning.com/Mortgage-H-Q.
Leave A Comment