By Jay Conners
I worked for years as a mortgage loan officer. During this timeI worked with two very successful loan officers, however, theirstyles were polar opposite. These two guys were opposites to thepoint where they basically didn’t like each other, and spentmost of the day avoiding one another.
Here are their stories.
The first loan officer whose work habits I am going to tell youabout is Mike. Mike was a creature of habit. He was always thefirst one in the office every morning, where he would drink hiscup of coffee and read his newspaper cover to cover.
Mike never left the office, he never did cold calling at nightlike the rest of us, he never sent out mailers, in fact, Mikenever did any thing except deliver excellent customer service,and work his tale off for his customers.
Mike was also a student of the mortgage industry. He learnedeverything there was to know about it. He read countlessmagazines, and numerous articles. He attended seminars at night,and he knew all the niche programs of every lender our companydealt with.
Mikes excellent customer service along with his excellentknowledge of the industry put him in a position to help peoplein all kinds of financial situations.
A lot of these people were in desperate need of financial help.Mike was always capable of finding them a lender and a programto fit their financial needs, while being compassionate theentire time.
Mike treated these people with such kindness and dignity that henot only made their holiday card list, they talked him up toanyone that would listen.
Mikes inflow of referrals came from at least one hundred of hisprevious customers that he had helped in a time where thelargest financial decision they would ever make was at stake.
These people referred family and friends to Mike because of theway he treated them, and the hard work he did for them. Thebottom line is, they trusted him, and they liked him, so theyreferred to him.
The other guy . . .
The other guy I worked with was a guy named Joe. As I statedearlier, Joe and Mike were polar opposites.
Joe would come hustling into the office every morningapproximately five minutes after the office opened. He made agrand entrance and said good morning to everyone in the office.
Joe was usually coming from breakfast with a client, or comingin from one of his many networking events.
You see, that was Joe’s angle, he networked. Joe attended everynetworking event under the sun. The chambers, the lions clubs,the rotary clubs, you name it and he was there.
Joe had really put his time in at these organizations, and hehad really paid his dues. He took the time to get to know theother members of the business community. He not only got to knowthem, he got to know about their business as well. This way hecould refer business to them.
From these groups alone, Joe continued to receive his own steadyflow of referrals.
These two scenarios are only two of the many ways you can keepreferrals coming in. And, as you can see, different people usedifferent techniques. In these two cases, the loan officers usedwhat worked best for them.
Find out what works best for you, and stick with it! Good luck!
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