One of the worst things you can EVER say as a Loan Officer is "I don't have enough time." That is probably the one thing that will turn your borrower off so fast, neither one of you will know what hit you.
Now granted, there are some things that have unrealistic deadlines where the "I don't have enough time" thing makes sense, that's not the issue. The issue at hand is a false time constraint you put on yourself, such as "I don't have time to make the phone calls"; "I don't have time to meet with you on Saturday"; "I don't have time to go to the closing." Does that make sense?
If you tell someone you don't have enough time to do something that is PART OF YOUR JOB, then you really do look bad. Think of it this way, has someone you're dealing with on a professional level ever told you they don't have time? How did you feel about it? Think about this, if you were at your accountant's office and she said "I don't have time to do your taxes," how would that make you feel? Do you think that maybe, just maybe, your borrowers may have the same reaction to you?
As a Loan Officer, you're supposed to be busy. You're supposed to be able to handle several deals at once while giving each deal the impression that they are the only one you're dealing with.
The general public knows professionals are busy, but to say "I don't have time" does nothing but make you look bad, which is something nobody wants. If you eliminate that statement from your speech, you might be suprised at the results.
Here's something else to really think about, if you're closing 5 deals a month and "don't have enough time," how in the world will you ever find the time to close 10 deals a month? Wouldn't more deals mean less time? Something to think about.
Now I would like to invite you to http://www.TheMortgageNation.com to get an "Open Letter To A Loan Officer." If you're a Loan Officer in the mortgage business, this is a MUST READ. You'll also get a FREE 6-part E-Course and access to The Mortgage Mailbag, a free weekly Q&A about the mortgage business. Check it all out at http://www.TheMortgageNation.com
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