3 Things Every loan Officer Should Do

Hey, hi everybody, it’s Tim Davis, Originators Guide podcast. It is March 20th. Ready for another day, probably another wild ride out there in the marketplace. I mean, it is unbelievable the swings we have seen in the marketplace over the last what? 10 days, whatever it might be. Now, your customers are going to have questions. Your real estate agents are going to have questions. You probably have questions as well. So I want to give you a tip today that’s going to help you get through and be able to educate your customers. Now, John Maxwell says, “A leader is someone who knows the way, goes the way and shows the way.” So how do we relate that to our business? First and foremost, guys, I think it’s so important that you watch the markets. You have to have a service that’s keeping you in touch, realtime, with what the markets are doing.

My favorite service, I’ve been a fan of them for years, used them for years, MBS highway, Barry Habib. I keep that on all day long. I’ve got the text notifications, I’ve got the voicemail updates, all of that. I’m constantly realtime watching the markets. Step number two, you’ve got to be able to understand the markets. It’s not enough just to see what’s going on. You have to understand what’s going on. And through those morning updates and those evening updates, you will gain an understanding. Listen, when I first started looking at that stuff, it was foreign to me. Japanese candlestick charts, patterns. I didn’t understand any of it. But every day I watched, I listened, I learned.

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And then step number three is once you watch the market and understand the market, you have to teach the market. So in other words, you have to be able to take the information you’re learning and take it to the marketplace and bring it down to a level that your agent and your customer can understand. You can’t go to the real estate agent or the customer and go, “Hey, let me tell you about the Japanese candlestick chart.” They’re going to look at you like you are from another planet. You’ve got to be able to take that information and bring it down to a level which they can understand.

My best tip for you on that, using analogies. Analogies are stuff that people can understand and that’s a way to get through to them and communicate in a way that they can go, “Oh man, that makes total sense.” So for example, an analogy would be the current situation we find ourselves in in the marketplace to me is like being in the middle of a hurricane. You get these constant bands of torrential downpours followed by a little bit of a break in the sunshine. The challenge is, this week it’s been one band after another. There’s been no real break in the skies where we can see the sunshine. I’ve been using that to explain that to customers. They’re like, “Wow, that makes sense. I get that.”

So watch the market, understand the market, and then teach the market. Those are my three tips for you today. Hope you guys have a safe day out there. Take care of yourselves. Take care of your family. Take care of your customers and your community. But you can only do that if you’re taking care of yourself first. You guys go out there and have an awesome day out there. Take care of each other. Be safe. Keep listening to the podcast, free coaching to you every day throughout the business week. Check us out on iTunes. Give us a rating. Give us share. We definitely appreciate it, guys. You all have a great day and I’ll talk to you real soon. See you. Bye.

Tim Davis
Tim Davis

Tim serves as the Director of National Coaching for Movement Mortgage

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