Written By: Karen Deis
Stop me if you’ve heard this one...
A real estate agent is sitting in a bar. He decides to call you to find out why it’s taking so long to close the loan. He says that he has just talked to another loan officer (who, by the way, is in the bar with him) who says he can close it in 10 days. He wants to transfer the file.
Do you start to explain WHY it’s taking so long? Do you apologize?
Do you have the GUTS to say,
Let’s set up a conference call between you, me and the “other” loan officer so he can explain exactly what he knows about the loan file, why he can get it closed in 10 days and at what interest rate he can give the client, and I’ll be happy to transfer the file.
Chances are that the loan officer making the stupid comment won’t agree to the conference call. Ask the real estate agent “Why not?” And then wait for the answer.
However, if the clueless loan officer agrees to the conference call, take control and YOU ask all the questions. Don’t volunteer one itty bit of information. Make him tell you how he plans to close the loan so quickly. Make him tell you the details of the file. Ask for a rate lock letter to be faxed to you.
Read about other stupid comments made by real estate agents AND customers and ask yourself if YOU have the GUTS to answer them the way we suggest!
Stop me if you’ve heard this one…
A client calls asking about interest rates and makes the comment that he talked to another loan officer who said…”call me back after you have called the other mortgage companies and I’ll guarantee that I’ll meet or beat their interest rates".
Do you quote a rate anyway? Do you justify why your rate is a little higher?
Do you have the GUTS to say…
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