Monthly Archives: April 2020

Dear Loan Officer: Are You Discussing the 3 Main Areas of Emotion in Finance?

Posted on April 27, 2020 by Trevor Hammond

If you are on my e-mail distribution, last week you heard me talk about the importance of selling the problem first. As you continue the sales process, it’s important to remember that your client’s decisions are largely emotional, and not … Continue reading →

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Dear Loan Officer: Stop Trying to Be the Hero!

Posted on April 21, 2020 by Trevor Hammond

Stop trying to be the hero! That’s my bold message for today. If you’ve ever read the book Story Brand by Donald Miller (which I highly recommend), the premise is that you should not be the “hero” for your client. … Continue reading →

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Dear Loan Officer: Client Experience

Posted on April 14, 2020 by Trevor Hammond

Client service – whether superb or subpar – can seriously affect your customer’s shopping experience. Think about your client experience right now – if you were to charge admission for your customers to opt in – what would your customer … Continue reading →

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Rule of Play #12: Helping Others Win

Posted on April 7, 2020 by Trevor Hammond

Guiding principles is something we use at our office, and  our Rule of Play #12 is to Help Others WIN. Whatever is important for your client to achieve, help them to succeed at their goal. Offering your ideas or processes, … Continue reading →

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