We just started our Boomerang Implementation program and I am thrilled to be sharing with other loan officers how to profit from this special niche that will soon be the most important in our industry. BTW- I have coined the term “head of lettuce loan officer” to be anyone who is a generalist and NOT a specialist. Because you are view just like a head of lettuce commodity based solely on price and not expertise.

Just this morning I sat down with a couple in their 50’s. To put it simply they are broke. Both financially and mentally from the experience they have been thru. They are selling their beautiful home ( forced to) and buying a 2 bedroom condo. Unfortunately- we have a bit of work to do. They have scores in the 560’s not because they don’t pay but because their credit cards are maxed and they have ZERO in savings. Not a great place to be in your 50’s but many good people “melted down” during the crash.

EVERY DAY I SEE THIS – DO YOU? For the past 90 days I have been keeping a record of calls and just as I assumed the calls have confirmed that 35% of the people I have spoken to have a credit issue. Anywhere from low scores to a bankruptcy to a foreclosure or short sale. You should spend time understanding this group. Know what their challenges are both mentally and financially. Learn the resources and tools you can use to help them. They will be your best referrals, they will never ask your rate or shop you and the agents they deal with will love and respect you because of your expertise. Which brings me to a lesson for you! Ready? You should always talk less and listen more at your first meeting with a prospect or client. They will tell you exactly “how” to sell them. Are they visuals? Are they kinesthetic? Are the auditory? I once did an entire seminar just on this topic because it is THAT important. You must connect with your buyers and understand the emotions that are underlying what you are hearing. The clients I spoke about earlier were almost in tears when I met them. I think they understood their situation and were just embarrassed.

MY RESPONSE– It’s not your fault- ( let them off the hook) and you will be fine once we get your home sold and these bills paid off. You will finally be able to breathe and be happy with all that debt finally gone. You could see their facial expressions change and how their physical posture. Those are both things you SHOULD be paying attention to. It’s also one of the reasons I prefer meeting with my clients rather than just speaking on the phone.

Next time you meet with a client or prospect keep this article in mind and if you know of anyone else who would benefit from it send them over to www.agentschaseyou.com

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Brian Sacks – Top Originator


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