Loan Officer Sales Training 4/25/24: How to be a Confident Salesperson

In this episode of "Loan Officer Sales Training," we delve into the essential trait of confidence and how it can elevate your effectiveness as a salesperson in the lending industry.

Join us as we explore practical strategies and mindset shifts to help you cultivate and maintain confidence in your sales role. We'll discuss techniques for overcoming self-doubt, managing rejection, and developing a positive attitude that resonates with clients.

Discover the power of preparation and knowledge in boosting your confidence levels, as well as the importance of authenticity and empathy in building trust with potential clients. We'll also share tips for effective communication, active listening, and adapting your approach to different personality types and situations.

Whether you're new to sales or a seasoned professional, this episode offers valuable insights and actionable advice to help you unlock your full potential as a confident salesperson. Tune in to learn how to project confidence, overcome obstacles, and achieve greater success in your lending career. Don't miss this opportunity to build the mindset and skills necessary to thrive in the competitive world of sales.

For more episodes visit:
https://themortgagecalculator.com/Page/Loan-Officer-Sales-Training-Podcast

About The Mortgage Calculator:

The Mortgage Calculator is a licensed Mortgage Lender (NMLS #2377459) that specializes in using technology to enable borrowers to access Conventional, FHA, VA, and USDA Programs, as well as over 5,000 Non-QM mortgage loan programs using alternative income documentation! 

Using The Mortgage Calculator proprietary technology, borrowers can instantly price and quote thousands of mortgage loan programs in just a few clicks. The Mortgage Calculator technology also enables borrowers to instantly complete a full loan application and upload documents to our AI powered software to get qualified in just minutes!

Our team of over 350 licensed Mortgage Loan Originators can assist our customers with Conventional, FHA, VA and USDA mortgages as well as access thousands of mortgage programs using Alternative Income Documentation such as Bank Statement Mortgages, P&L Mortgages, Asset Based Mortgage Programs, No Ratio CDFI Loan Programs, DSCR Investor Mortgages, Commercial Mortgages, Fix and Flip Mortgages and thousa

The Mortgage Calculator is a licensed Mortgage Lender (NMLS #2377459) that specializes in using technology to enable borrowers to access Conventional, FHA, VA, and USDA Programs, as well as thousands of Non-QM mortgage loan program variations using alternative income documentation!

Using The Mortgage Calculator proprietary technology, borrowers can instantly price and quote thousands of mortgage loan programs in just a few clicks. The Mortgage Calculator technology also enables borrowers to instantly complete a full loan application and upload documents to our AI powered software to get qualified in just minutes!

Our team of licensed Mortgage Loan Originators can assist our customers with Conventional, FHA, VA and USDA mortgages as well as access thousands of mortgage programs using Alternative Income Documentation such as
confident.
Sales person or a confident loanofficer in our case.
And so we will get into itagain.

(00:23):
I'm trying to keep these realquick here since we do do them
daily.
So I won't take up too much ofyour time here.
Let me go ahead and sorry aboutthat.
I got to, there we go.
Okay.
All right.

(00:43):
So.
Let's get into it.
There we go.
All right.
So, first slide here confidenceis often linked to sales
success, right?
We all know that that'sdefinitely in any business,
right?

(01:03):
Got to be confident but loanofficers who believe in
themselves and their ability tohelp clients are more likely to
close deals.
Right.
And that's just how it is.
And this is a very complicatedbusiness industry, a lot of ins
and outs, a lot of things thatgo wrong.
And so you know, the moreconfident you are, obviously the

(01:24):
more deals you're going to getdone, you're going to meet your
targets and achieve.
Overall success, right?
So confidence is very important.
Now, when you first start outyou are not going to be as
confident, but like my one of myfavorite motivational speakers,
Jim Rohn says what you you know,lack in confidence.
You know, confidence or abilityyou can make up in numbers,

(01:47):
right?
And that's how you're going toget confident is by making all
the calls and talking to morepeople, right?
And so you can make up, youknow, what you lack and make it
up in numbers.
But eventually you want that tolead to obviously being a
competent.
And confident loan officer and aconfident loan officer can help
alleviate client stress byproviding a sense of assurance

(02:09):
and demonstrating command of theprocess.
That's a big one.
So not only commanding theprocess in reality, but giving
the.
You know, doing it confidentlyand making everyone confident in
you.
So when you're confident inyourself and what you're doing,

(02:29):
your client's going to beconfident in you that you're
doing the right thing, right?
So it's not just about handlingeverything.
It's about.
Confidently demonstrating thatyou're in command of the
process.
You want your clients to knowthat you are in charge, right?
You are driving the car thereand you're going to take them to

(02:50):
the finish line.
Right.
And remember that confidence iscontagious.
A confident loan officer caninspire and motivate clients to
take decisive actions, which inthis Business, you know, can be
very important, especially theway rates are going up and down
nowadays and guidelines arechanging and all that kind of
stuff.
You know, it's important whenthere is a decision that needs

(03:12):
to be made, if they feelconfident in your abilities and
you're confident, then again,you can get them to make more
confident decisions.
Right.
And it is true.
It's contagious.
People can, they can tell,right.
If you're not confident, Ifyou're feeble and stuff, you
know, people can tell that eventhrough the phone, right through
the phone, it's, it's very easyto tell.

(03:32):
And even if they're not youknow, Consciously thinking about
it, it's definitely a humansubconscious nature to, you
know, not listen as much, nottrust as much when somebody is
not confident, right?
And where does the commentsusually come from?

(03:53):
Well, Confidence comes fromcompetence, especially in this
business.
You can be the most confidentperson ever, most confident
sales person ever.
But if you don't know yourproducts, if you don't know your
guidelines.
Then you're just talking justhot air, right?
It doesn't, it doesn't meananything.

(04:15):
It doesn't accomplish anything.
So it's not confidence as inlike personal confidence.
Like you think you're justawesome.
And you know, you'll just talkto anybody about anything.
That's great.
That's sales, right?
Somebody who can just.
Talk to anybody about anythingand is confident and talking to
people and stuff.
But you got to know what you'retalking about in this business.

(04:36):
You can't just start talking topeople, right?
You need to know the productsthat we offer, know the
guidelines and really important,know your resources because
remember the guidelines changeon a daily basis, right?
So it's more about knowing.
The resources on where to findthe guidelines, because you're
not just going to be able tomemorize guidelines and have it

(04:57):
be the same.
They literally change on a dailybasis and non QM loans, right?
So obviously not talking aboutconventional right now, that's
rather easy and it doesn'tchange very often, but non QM
guidelines change constantly.
When there's a change inconventional guidelines, the
entire industry freaks out andeverybody knows, right?
But every single loan.

(05:18):
On the, in the non QM market ischanging on a, on a daily basis.
Right.
And knowing your process, right.
And this is right now I'm reallytalking about more of internally
here at the mortgage calculator,knowing the process.
If you don't have the processdown of actually using the
system, putting a loan fromstart to finish, you know,

(05:42):
compliantly through the process,you're going to get hung up
every step of the way, andyou're not going to be as
confident.
Right?
Like the confidence comes fromknowing everything, the
products, the guidelines,knowing the resources in case
you don't know.
Right?
That's a huge thing.
Knowing your resources becausewhen you know where your
resources are, you're using yourresources.

(06:04):
We're talking the knowledgecenter, the training center, the
selling guides tab, right?
The selling guides.
When you're in optimal blue, thematrix is or matrices, I guess
you would say that are in there.
Yeah.
Right?
That is all going to make youmore confident because, you
know, even if you don't know theanswer, you know exactly where
to go and get it.
You've done it a million times.

(06:26):
It's right there for you.
So you don't need to worry.
Yeah, sure.
I don't have the exact answerright now because the guidelines
change every day.
But I'll get right back to youwith that information because
you know, you know exactly whereto go To get that information,
you're not going, Oh, well maybeI'll have to email like my team
leader now and wait for ananswer back or, you know,
something like that.

(06:46):
Cause no, just go find ityourself.
You have every, every singlething that your team leader, the
sales manager, everybody herehas, you have, everyone has the
same exact resources, right?
It's just about pulling it upand reading it.
Remember in non QM.
You know, our sales managerhere, Jose, 28 years of

(07:07):
experience, he knows absolutelynothing about non QM loans right
now that you don't.
He has zero special access toanything.
He has zero insider knowledge toanything that you don't know.
He just reads the exactguidelines that you have access
to.
So, for example, if you askedhim a question about a loan, he

(07:31):
would just go pull up theguidelines and look at it.
Right?
And so it's the exact same thingthat you can do.
So you don't need to wait for ateam leader that should make you
feel confident.
Don't worry about waiting onanyone else.
People don't feel as confidentwhen they're thinking, I'm not
going to know the answer tothis.
I have to wait for an answerfrom somebody else.
I hope somebody else knows theanswer.

(07:52):
No, no, Jose doesn't knowanything that you don't know.
As experienced as Jose is andstuff that really only comes
into play when we're talkingabout conventional loans because
you can know the guidelines onconventional loans until it
changes five every five years orwhatever, right?
So like, yes, conventionalloans, Jose off the top of his

(08:13):
head can tell you exactly whatcan and can't happen and stuff,
but he has no idea what can andcan't happen in non QM because
it changed yesterday.
Right?
Because this program isdifferent than that program.
So I really want to empowereveryone here to know that you
have the exact same knowledge asJose and he has nothing special

(08:35):
when it comes to non QM loansbesides just reading the
guideline.
He doesn't have some kind ofdecoder to the guidelines.
He doesn't memorize theguidelines.
There's absolutely no questionthat you, that, that you can't
answer yourself, that you wouldask.
Jose or your team leader or theat the investor or lender,

(08:57):
right?
You have the exact same.
Now, I will say getting a littlesidetracked here, but I will say
that when it comes to theaccount executives, Of course,
if you have a question about theguidelines, that's when you
reach out to the accountexecutive, but you copy and
paste the exact guideline you'retalking about.

(09:17):
And you say here, I'm looking atthis guideline.
This is how, what, what's thedeal with my borrower?
Does this apply to that?
Or does this, will this be okayor whatever, right?
You don't just start emailingaccount executives, random
questions you about guidelines.
You have the guidelines.
It's your job to read.
The guideline.
So all of that aside, I wentdown this path here to talk

(09:41):
about the fact that you shouldfeel confident because you have
everything you ever need to knowat your fingertips, not only on
the non QM side, but of course,on the conventional side,
everyone reads the same exactselling guide.
You know, and so theconventional side, you really
don't need any help withanything.
You just type it into the, youknow, Fannie or Freddie selling

(10:01):
guides, right?
Super easy.
And then last thing here, beconfident in the results.
For me personally, this is whathelped me be more confident when
making calls and stuff.
I mean, keep in mind when I gotinto this business, this was all
new for us.
I went from You know, obviouslyI owned multiple companies,

(10:22):
multiple investment properties,doing that type of thing to
getting into this business andbecoming a loan officer
assistant is what I came intothis business as, right?
So I went from, you know, doingall this other stuff and owning
these companies my whole life tonow all of a sudden, you You
know, doing a position that's,you know, something that is way
different and something thatwouldn't really, you know, pay a

(10:44):
lot, but I wasn't doing it forthe pay.
Obviously I was doing it to getinto this business and to make
this model work when we weretrying to get it up and running.
But my point here is that whatmade me more confident, my
biggest thing was the law ofaverages.
That's what allowed me To let goand not worry so much and be

(11:07):
confident because I didn't careif they said yes or no.
I just knew that as long as Iwas calling enough people, some
were going to say yes.
That's exactly what happened.
And then you get that ratio ofthe ones that say yes.
And I'm telling you, it just, assoon as you get that ratio going

(11:29):
and you embrace that, this, Imean, the confidence will just
pour out of you because.
It's just this huge weight offyour back in a way, right?
Or at least it was for me.
And I definitely know it appliesto other people as well.
It's this huge thing of like,Oh, well, this isn't, this isn't

(11:50):
really a big deal.
I'm totally fine.
I can talk to anyone aboutanything.
And if they don't end up doingit, that's fine.
They're one of the ones thatended up not doing it.
If they do do it, that's fine.
I don't really care.
I just got to call these 100leads every day.
Right.
And for me, when we got into thebusiness, we obviously had a lot
of leads.
That's why I started callingmyself in the first place.

(12:11):
Not exactly what I wanted to doevery day.
Right.
But was called cold callhundreds of people.
I was cold calling some, some Iwas calling other.
You know, opted in leads,obviously.
So it's definitely not what youwant to do with your day, but
it, you know, that's what I hadto do, just like all of you.
That's what we have to do assalespeople.

(12:32):
Nobody wants to call hundreds ofpeople in a day, but it gets a
lot less daunting.
And you're a lot more confidentwhen you really embrace the law
of averages, because I justsaid, Oh, you know, it's not a
big deal.
I got to call these 200 peopleevery day.
It doesn't make a difference tome.
Right?
Like I had to call the 200people.
Anyways, there's, there was noway around that.

(12:55):
It just had to be done just likewith loan officers.
It has to be done, right?
There's no way around youcalling hundreds of people in a
day.
If you're going to try to, trydrum up a ton of business.
And so, but if you're doing itevery single day, what does it
really matter, each individualperson you talk to?
Now, I don't say that to say tolike waste leads or, you know,

(13:16):
we, we follow our exactprocedures at all times to try
to make sure we take advantageof them.
But what I'm talking about isthe people, you know, hanging up
on you and yelling at you or allthis stuff that you're afraid
of, like we talked about on thefear of calls, I'm telling you,
it kind of washes away.
When you get into that law ofaverages, it makes you much more
confident because you don'tcare.

(13:38):
And the lack of, you know,caring about negative results
comes across as confidencebecause you really don't.
Care, right?
It's when you care too much thatyou get so concerned and caught
up in every little thing.
And then each person, you know,that, that hangs up and just

(13:59):
affects you so much more andstuff.
You just gotta keep going.
I was, I just got to the pointwhere I was happy.
I was fine.
I was fine.
It was fine to make the calls,right?
It didn't matter at that point.
Going into it.
Oh, who wants to sit here andmake hundreds of calls a day?
But once you get going and youembrace that law of averages, it
allows you to be a lot moreconfident of, well, I don't, I
don't care.
I'm going to call all thesepeople.

(14:20):
I know what I'm doing.
I know if I call enough people,it's going to happen.
So I'm confident in the results.
And that's what this bulletpoint is here.
Be confident in the results andit will create confidence in
yourself.
Right.
When you're confident in thoseresults of knowing, I just know
I have to do this.
It doesn't matter that this oneperson said no, or this person

(14:41):
hung up on me.
I know for a fact, if I call200, I get two.
So I know I'm confident in theresults.
So I don't have to worry onevery single call.
I don't have to fret everysingle call.
I don't have to.
Be shaking in my boots, hopingthat this is the one person that
does it.
And if they don't, then I'm notgoing to make a say, it doesn't

(15:03):
matter.
We're going to make it up innumbers, right?
And we're going to know the lawof averages is on our side.
And we know that it's just, itis a law for a reason.
Cause it actually happens.
Once you get the ratio, itpretty much stays the same as
every business, every singlebusiness there is in the world.
There is a, a ratio thatappears.
And as soon as that ratio startsto appear, it tends to stay the

(15:25):
same.
So you can be a hundred percentconfident that your ratio is
going to pretty much stay thesame.
It might improve a little bitbecause you're improving over
time, but the ratio pretty muchstays the same.
It's not going to go from oneout of 10 to one out of a
hundred all of a sudden.
Right.
It just tends to continue.
So be confident in that it's,it's a law of, of nature, if

(15:46):
that's what you want to call it,right?
So, you know, you can a hundredpercent count on it being.
Correct.
So be confident in the resultsthat you're going to get that
will allow you to be confidentin yourself confident in what
you're doing.
And don't let people, you know,it'll allow you to not let
people discourage you, which iswhat kills your confidence.

(16:06):
Right?
We can't let them kill ourconfidence.
And not only do I got to come init with confidence and.
And be confident and all thestuff we talked about here, but
we need to remain confident.
And that's not easy when peopleare putting you down or hanging
up or talking crap in whateverway.
But if we're confident in theresults, knowing that.

(16:27):
As long as we do what we'resupposed to do, the sales are
going to come.
It doesn't matter that thisperson said this or did this,
that will allow us to remainconfident because we're
confident in the results thatwe're going to get.
That one person doesn't matterto us.
It's all about finding the oneswho are going to do it.
It's going to be 99 that don't,one that does, that's fine.

(16:48):
I'm confident that if I call ahundred, I'm going to find the
one that does.
And so that's going to make memore confident in the process.
All right.
Well, I don't see any questions.
Like I said, I'm going to try tokeep these short here.
So remember we do this at 12 PMEastern time every weekday,
where we go through the frontend of the business here.

(17:10):
So we'll be back tomorrow with anew topic.
I appreciate everybody tuningin.
We'll see you tomorrow, 12 PMEastern for the next episode of
the Loan Officer Sales Trainingwith Demarcus.