So, what is the perfect loan process? Simply put, it is the combination of core principles, proven strategies, and well-crafted scripts that translates into more clients, more referrals, and the creation of a pipeline that will continually generate business for you.
Think Feel Do
The foundation of the Perfect Loan Process is trust. What people think dictates how they feel, determining what they do. That being the formula, the first question is, what do you want a client to think?
Personally, you might want your clients to think that you bring value to the relationship. You want them to think of you as more than a loan officer. Make them think of you as a teacher, someone who can educate them on a subject they may not know a lot about.
The answer here is to become a student of your craft. Study up and provide your clients answers to all their questions… sometimes even before they ask them.
You want your clients to trust what you do and how you speak. Better yet, wanting them to feel your compassion and know that our interactions are far more about them than they are about yourself. So, be someone who listens and hears them and reminds them that everything is okay.
The easy part is what you want them to do. You want them to give you their business, and it’s your experience that it’s the only outcome if the think and the feel parts are handled correctly.
Honor Your Worth
Every successful person in the mortgage business has one thing in common. Over time, they all shrink their job description. The process can begin today for you, starting with time logging.
From the start of the day until it ends, for at least two weeks, write down everything you do in 30-minute increments, making special note of the tasks that take you longer than 30 minutes.
Now, figure out how much you’d like to make each year. Let’s say the figure is $ 500,000. Divide that by 2000 hours, and you have $250 as your hourly pay rate.
Go back to your time logging and note the things you would pay someone $250 to do and the things you wouldn’t. Hanging on to the tasks that aren’t worth $250 is the equivalent of underpaying yourself. Instead, stop doing those items and make them the job description of the next person you hire.
With the intention of guiding you to peak performance, we have created The Loan Atlas, the Home of The 8 Disciplines of Origination Mastery:
A Decades-Proven Formula for Loan Professionals to Thrive Amid Market Changes.
