Mortgage Advice: Lose the Attitude

Maybe the heat gets to people in South Florida but being a Mortgage Broker in Palm Beach Gardens, I can't believe how some people can come to me with an attitude about obtaining a Mortgage. My Grandfather gave me some great advice when I was growing up in Miami. "In life you get more with honey".  I am not saying you should be grateful for my time or grovel to me, but speak to me like a person. 

I have over 20 years of Sales experience ranging from being a Sales Person, Sales Management  to training sales people and along with that I have taken numerous sales courses.  If I could give people who are shopping Mortgage Advice is be a mentsh. (a person) Not everyone in the industry is a bad person. With the recent industry changes many of the unethical Mortgage professional have been flushed from the system leaving some very intelligent and ethical people behind.  These Mortgage Professionals work strictly on a referral basis and do not require purchasing lead to support themselves financially.

The following are the top ways you should not start your conversation with your Mortgage Professional:

1. I am willing to allow you to bid on my loan
2. I know your kind of people
3. All Mortgage People Lie so what is your lie going to be?
4. I have a Bad Credit and  I need to go stated and I am going to shop you to death
5. My Credit is Perfect 700+ Scores I don't need you
6. I won't let you make any money off of me

These are my standard answers (depending on the mood I am in)

1. Gee Really?!? Thanks....
2. Really? This is going to make it so much easier now because I know your kind as-well
3. I will give you the lowest rate.. Than laugh
4. Well with that kinda of credit you should just keep shopping I am sure you will get what you deserve
5. This is true but why are you talking to me?
6. Well that makes me really want to work for you!

Now if you re-phrase these statements you can really get a lot more out of most Mortgage Professionals:

1. I am speaking to several people to see who really has the best Rate and Program for myself
2. The last few Mortgage's I had came with very bad experiences. (This will let the Mortgage Professional know you are on your guard and very cautious)
3. See #2
4. My Credit is 500 and I am looking for a loan program. Do you have any suggestions?
5. See #1
6. See #1

In closing think of this, if you give someone an attitude and he/she overcomes that attitude to the point that you feel comfortable are you being sold? Are you just setting yourself up for a good salesperson or a true Mortgage Professional?  Just because the Mortgage Professional you choose knows how to overcome your objections does'nt mean you are getting the best Mortgage for your needs.

Some of the most intelligent Mortgage Professionals are not Great Sales People but would never hurt you or place you in a high risk Mortgage.

For those who honestly believe they can't be sold my advice to you.... Think again..

For more Mortgage Advice: Mortgage Advice in South Florida