Have you ever said or know of someone who says stuff like this: "I don't have any business coming in"; "I like the POA product, but I just can't sell it"; "I just don't have the time to sell the POA product."
Unfortunately, these comments are said way too often in our industry. So much so, that I've decided to write a couple of lines here to provoke some thought, sound ok?
It's funny to me how people can sit there and complain they don't have any business coming in but at the same time can have a 2 hour conversation about the latest 1 hour Survivor episode. They don't have time to sell because they are so busy, but they can quote me every stat of every player on their fantasy football team. THEN, they complain because they aren't making enough money. Hey, if this doesn't apply to you then great, I'm sure you'll get a chuckle out of this because you've been through it and know just what I'm going to say. *side note, I once said and did those same things, except my fantasy sport is NASCAR*
What you must understand is that YOU ARE IN CONTROL OF HOW YOU LIVE YOUR LIFE. If you don't have any business coming in, it's your fault. If you don't have enough time, it's your fault. If you don't have any money, then it's your fault. And the unique thing about it is, it doesn't take much to change this, but it does take drive and effort. In other words, YOU HAVE TO DO SOMETHING ABOUT IT.
{If that statement just made you mad, ask yourself why, but don't get mad at me for pointing it out}
What am I getting at here? I'm saying invest time in YOU. Invest time in YOUR business. Have you ever actually taken 1-2 hours a week to promote your business to others or are you just hoping the leads you bought will pay off for you? Have you ever taken 1-2 hours a week to improve yourself or do you think there's nothing you can improve on?
What do I mean by improve yourself you ask? Let's see, you're in sales, right? When's the last time you read a book on "how to sell something"? Ever talk to someone that's doing what you're doing who's successful and ask them how they do it? Listen to a tape/CD about what it takes. Oh sure, I like Toby Keith and Kid Rock as much as the next guy, but I realize they aren't helping me make any money so I try to listen to things that will improve me in different areas.
Don't misunderstand what I'm getting at here, I'm not saying you shouldn't play fantasy sports. I'm not saying don't watch and talk about Survivor. What I am saying is if you're having challenges finding the time or making the money or selling the product, then invest in YOU and do something about it.
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.
