Every client or business partner of yours has certain fears. Sometimes I call these “2 a.m.” issues, or concerns that keep them up at night. Obstacles that are in their way and that they are unsure how to overcome them. A fear of the unknown.
For a first time homebuyer, this may be a fear of commitment to such a large investment, or a concern about not understanding personal finances very well. A Realtor may lose sleep over how to differentiate in a sea of licensed agents, or how to continue to add value to someone who just purchased their home. For my loan officers, a huge obstacle is creating consistent business and income, and escaping the typical roller coaster business.
Your job, as a trusted advisor and partner, is to provide the confidence. Provide confidence in your ability to help them eliminate these fears and overcome obstacles.
When you do this, and do this amazingly well…your income will increase dramatically. Clients will pay for your confidence in solving their problems and overcoming their fears.
Knowing this, how confident are you? Your clients and partners need it.
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About Trevor Hammond
Since 1998, Trevor Hammond has helped thousands of families finance their homes and make smart decisions when it comes to their personal finances. Now, as a sought-after mortgage advisor, coach, speaker, and author, Trevor Hammond continues to focus on helping people enjoy more money, less stress, and more life.
As the co-author of Borrow Smart, Repay Smart and his 2018 follow up book, Mortgages, Money and Life, Trevor has created unique financial coaching programs and spoken in front of thousands of people on his book concepts ranging from improving cash flow and savings, managing liabilities, to advanced real estate financing strategies for homeowners.
His passion for providing financial education and his ability to innovate unique processes that help both clients and originators excel, has led Trevor to become a top producer and build a #1 branch in the country for mortgage lending company Sierra Pacific Mortgage.
Whether Trevor is speaking to hundreds of people from the stage, working on his next book or mentoring a Loan Officer one-on-one as a High Trust™ Leader, he is pursuing his greatest passion of all: Coaching.
