If there was one thing that wasn't lacking at this year's California Association of Mortgage Brokers annual convention in San Diego, it was motivational and marketing sessions.
Bill Dallas finished his presentation by saying when the housing market recovers, it will be the biggest boom we have seen.
Using the quote from pro hockey great Wayne Gretzky, mortgage brokers need to go where the puck will be and not be where the puck is.
He also said he has problems with people who are in the loan modification and credit repair business, because these are services that the mortgage broker should be doing for their clients and they should be doing them on a pro bono basis.
Joe Stumpf, the keynote presenter on the first day of the conference told the crowd "invite a new thought into your awareness and it changes the way you think."
That is the job of the mortgage broker - to change the way people think just by using a word or two. It is as simple as saying something in the right way at the right time, he said. Focusing on the customer's need and not your own sales agenda does this. A homebuyer, he said, does not give a hoot about what is going on in the industry.
Remove the word "service" from your vocabulary, Mr. Stumpf said. Instead use the word "help;" people don't want your service, they want your help. Furthermore, service is more about you, and it is not about them.
When asking for referrals, don't use the word "people." Mr. Stumpf suggested saying "When a friend, family member or neighbor needs help, would you feel comfortable introducing them to me?" People will not recommend you if they don't feel comfortable.
Also if they do want to refer your services, he said, have them call you first and you can speak to them about how to make the referral.
Instead of giving them a business card, make sure you are in their cell phone directory. That is the strongest connection, he said.
