Successful mortgage advisor?

Question

Are you a successful mortgage advisor?

1 What are the 3 key points to your success?

2 Can they be applied in this market?

R

Answer 1

I used to be.

3 points -

1) People Skills. You have to be able to get along with people, understand people, know what makes them happy, know what will upset them. Buying a house is often the biggest commitment people make, if your clients feel like you understand them, they will understand you.

2) Knowledge. You have to know what you are talking about. If you don't know the answer to a clients question, you loose credibility. Know the products you are selling, and know more than you need to. In paticular, know about the local housing market, know about the economy as a whole. This builds your credibility.

3) Sales skills. You have to be able to sell. Being a great people person and having all the knowledge in the world is useless unless you can get the client to sign on the dotted line. Treat your customers fairly, and signing them up will be easy.

Can these tips be used in this market? Absolutely.

People skills can be used and more importantly developed at any time.

In a climate where the average Joe hears about economic doom and house prices everyday in the newspapers, on the TV, you have to know more than your client. People, in this market, will be looking for someone to trust.

Being able to sell when credit is easy, prices are low and there seems to be no risk is easy. Selling more expensive credit when there are real risks of loosing money is more difficult. But not impossible. Know your customer, understand their needs and make sure you clinch the deal.

Hope this helps, and good luck.