Did you understand the whole mortgage business when you first started with it? Better yet, did you understand the whole concept of the Pay Option Arm when you first heard about it? Do you think the average client understands everything?
"Even a blind dog with a note in his mouth can sell a mortgage."
I first heard this phrase in a different context several years ago, but it still applies here.
Think about that statement, what does it actually mean to you?
Here's what it means to me...
Anybody that contacts enough people will eventually be able to sell whatever it is he or she is selling. It is, basically, a numbers game.
But think about it, how much money can a blind dog actually make? What I mean by that is can the blind dog actually charge for his service? Why would this blind dog be more or less expensive then the next blind dog? Does the blind dog just have words on a piece of paper and not anything to back it?
So you understand my concept here?
When I say the term "blind dog", what I'm actually talking about is a web site on the internet. "Even and internet site with a note can sell a mortgage."
Please don't get me wrong, I *obviously* think the internet is a wonderful tool. If I didn't, you wouldn't be reading this right now.
But here's my concern with marketing a product like The Pay Option Arm on the internet; what can you actually tell people about the Pay Option Arm on a webpage?
Oh sure, you can quote charts, you can show payments, you can give payment comparisons, you can compare this index with that index, you can even quote all your fees (which is really a BAD idea, if you ask me).
Why is this a concern of mine? Pretty simple. IT'S TOO MUCH!
Too much for the average person, who usually only closes ONE mortgage every couple of years, can handle.
Don't believe me? I encourage you to go to some sites and see what kind of info they have. It will blow your mind. Don't get me wrong, there are some GREAT sites out there, and I'm sure those guys make a TON of money.
Let me finish by asking you something; Did you understand the whole mortgage business when you first started with it? Better yet, did you understand the whole concept of the Pay Option Arm when you first heard about it? Remember, you have a background in the mortgage world, the average client does not.
You're chances of selling the Pay Option Arm are GREATLY increased if you are in front of your clients, face to face. Also, at that point, you can hook them with your great personality and go for referrals from them as well.
If you're website is brining in the kind of business you're comfortable with, that keep doing what you're doing. If not, maybe you should take that note out of the blind dog's mouth and do something different with it.
Just something to think about.
Fear and the Mortgage Broker
If you think you may lose a deal because you’re “pushing” your client, guess what, you will. You’re afraid of loss and people can sense that. If you have the opposite attitude, guess what, people sense that as well. You have to have NO FEAR of loss.
Fixed Rate vs. Adjustable Rate vs. Pay Option Arm
I’m sure the question “Why should I get an Adjustable Rate Mortgage when I can get a 30 year fixed rate at XX interest rate?” has been asked about a zillion times ever since the two types of mortgage were pitted against each other. Of course, no matter what anyone ever says or does, there will always be advantages and disadvantages on both sides.
Mortgage Professional or Blind Dog
You’re chances of selling the Pay Option Arm are GREATLY increased if you are in front of your clients, face to face. Also, at that point, you can hook them with your great personality and go for referrals from them as well.
