Loan Officer Sales Primer
By Ralph LoVuolo Sr., The Mortgage Godfather
L
ook around you. No! I mean it! Hey, I’m the coach, so go with me here and look around you. Start at your desk, if that’s where you are, and then swivel around to look carefully at the “things” that are in your room. Just for a precious few, try what I’m asking. If you stopped at your desk, there is nothing I can do to force you, but there is a solid reason I’m asking you to take just a few seconds out of your life to just try something, something different to prove a point and give a lesson.
Let’s first channel Simon Sinek: His book Start with Why is a best seller and can easily be purchased on Amazon if you’re inclined to learn more about your SELF. I’m going to try here to give my personal insights based on about 60 years of doing, watching, and helping what most of you do or try to do every day.
Why do you do what you do: is there a deep philosophical reason, one that you can actually elucidate as to why you get up in the morning? It would seem to most of my peers Ok, thank you if you did that, and if you didn’t, I’m still that if you can’t explain why you do what you do, you’re in going to move forward with my tutorial. You can’t stop me, a heap of trouble. So, here, I’m even going to try to tackle so there!! I sound like a child, right. Just as this information that question (Why?). Now please don’t be flippant with me. will prove to be so simple, so A, B, C like, I’m thinking that I’m asking serious questions, so we together can come to a you’ll be amazed at its simplicity. Hold the thought of the few points that will have an existential effect on your future. individual contents of your room. I’ll use them later. You’re in the sales business. Now that irrefutable truth Most Loan Officers don’t really consider why they do what might surprise some of you, especially those of you who are they do. Starting here as question/lesson 1 will help you new to our business. As the mortgage industry has matured move to question/lesson 2. most of you will find my point of view hard to take in. But truthfully, you sell something. You’re not a loan processor, Are you a loan officer because you think this is a business underwriter, or closing agent. The challenge for most of where you can make a lot of money and making money is you is to actually know what you’re selling. Not to eliminate your primary reason for existence? I’m not going to judge those of you who have been in the mortgage business for you if it is. Making money is a worthy endeavor. If that a long time, if you stick with me here, you’ll see and read “Why” gets you to the point that you want to be, then who something that most of you will find mind-expanding. am I to say that money is just the source of all that’s bad But more than tickling your synapses, if you want to learn with the world. Many people do what they do, as a Loan anything here my tutorial will help you become much Officer in order to earn a living and a handsome living at better at Why, What, and How you do and think about your that. Is your “Why” because it looked like an interesting everyday behaviors than you are presently. business? A business that seemed to be filled with numbers 20 NAMB.ORG | SUMMER 2021
