Dear Loan Officer: Stop Trying to Be the Hero!

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. Sometimes we are showing and telling – peacocking if you will – but the truth is, your client should be the hero of their own story. Our job is to be the guide, the Yoda, the Obi-Wan.
Really make that a forward thinking focus for you today, as you organize your consultations, or talk with a client on their very first discovery call.When you want to become the guide, you’re really just coming alongside them, to prop them up and give them the best advice that’s best for them.
I challenge you to make it about them – to ask better questions, and dig deeper to step forward into their journey.
I wish you all the best!

About Trevor Hammond

As a veteran of the mortgage industry, Trevor Hammond is the co-author of "Borrow Smart, Retire Rich," a Certified Mortgage Adviser and a founding Faculty Member and Contributor to the National Institute of Financial Education ( And he has provided thousands of homeowners with the clarity and confidence to make smarter decisions when it comes to their mortgages and money. In 2013 he launched an entirely new kind of mortgage company: Aspire Mortgage Group, which is committed to educating and empowering homeowners to increase savings, eliminate bad debt, and safely increase net worth. The specialized group of mortgage professionals at Aspire Mortgage Group have redefined what homeowners should expect from a mortgage company. To learn more about Trevor Hammond and our team of mortgage advisors please visit our website at or email Trevor directly: Aspire Mortgage is a Sierra Pacific Mortgage Partner.
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