Category Archives: Uncategorized

Dear Loan Officer: What Is Your Time Worth?

Dear Loan Officer, Some of you may know, that I’m a certified performance coach – that I coach some of the top mortgage professionals around the country – via Todd Duncan’s High Trust coaching group. Todd is also a New … Continue reading

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Dear Loan Officer: How to Sell the Problem First

“When you first start off trying to solve a problem, the first solutions you come up with are very complex, and most people stop there. But if you keep going, and live with the problem and peel more layers of … Continue reading

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Dear Loan Officer: How to Budget on a Variable Income (And Not Lose Your Mind!)

Dear Loan Officer, We all have a lot of competing financial responsibilities. As a loan officer, how can you accurately budget when you don’t know to a T how much you will make in a given month? In my below breakdown, … Continue reading

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Dear Loan Officer: What do the Top 1% of Sales People Do Differently?

Dear Loan Officer, There are some misconceptions out there about how to sell most efficiently. Some, dive in head-first with one goal in mind: to close the deal. Still, there are strategies that the Top 1% of salespeople do differently … Continue reading

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

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!

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

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

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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3 Steps to Keeping Strong Mindset During a Volatile Market

3 Steps to Keeping Strong Mindset During a Volatile Market Continue reading

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Dear Loan Officer: What is Your Mission + Purpose?

Dear Loan Officer: What is Your Mission + Purpose? Continue reading

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