Delivering Bad News
I get to deliver both good and bad news to people every day in my profession. It is just all part of what I do.
Today, I want to talk about having to deliver the bad news. I am sorry, but you cannot buy a home for your family. Loan officers in my profession hate this. They run from it instead of facing it head on. When there is an issue, some just won’t call you back. They ignore. Defer. Deflect. Hide.
I encourage you to head your problems face on. I also don’t believe in the absolute NO. Rather, it is a solid not yet....
When we take a loan application from someone with poor credit or a high debt load that makes them not qualify, ignoring them when they call you or just saying no without any additional advice just isn’t right.
When you treat people like actual human beings and take the time to explain to them what exactly they have to do to make the “no” a “yes” they appreciate it. They respect it. You have given them hope and a plan....and with that they have a choice to make that and it is up to them to execute and follow through. You don’t know their past. You don’t know the hardships they have endured or what has happened in their lives. So why judge them?
What you do know is what it will take to make it happen and it you should take the time to give people advice instead of just discarding them.
In the past 25 years of living through the mortgage industry, I can tell you that about 40-50% of the people truly listen to me and act on the advice that I had given. They now own homes today.
That is one of my secrets to success. Love people, regardless of their situations. Always give hope and a plan. Doing this though, will not only reinforce your professionalism in your field, but it will also strengthen your soul because you will be doing what is right.
Face the problem. Provide a solution and advice. It is that simple.
Thank you so much for reading today. I hope that I made you smile and think a little bit. Be sure to check out my Podcast on iTunes, Soundcloud and Stitcher ---- Jen’s 10 G’s