Every broker is working hard and smart these days. That is not enough. To be an elite broker, you need to read on.
Customers don’t buy a home loan — they are buying you. They need to know that you genuinely care. So, do you see your next customer as a commission cheque? If so, please don’t fall into this trap of making your business about making money. You need to make it about helping others. Otherwise, people will read your inner world and say, “No, thanks”.
The best and most successful brokers I know are the ones who have complete empathy for the customer. They recognise that to have empathy, you need to be in a good head space and heart space. You need to be healthy and happy. To achieve this, you need to eat clean and think clean.
Most brokers fail out of this industry because they take rejection personally and start indulging in toxic self-talk, like “I am not good enough”, “people don’t like me” or “I should quit and get a secure job”.
You thoughts affect your feelings, and your feelings in turn affect your thoughts. This partnership between your head and your heart can either work for you or against you. It’s either a positive loop or a vicious circle; if you feel angry, you will have angry thoughts. And when you have angry thoughts, you will feel angry. And the cycle repeats.
Conversely, if you feel good, you start thinking clearly. Goals and creative ideas start flowing and this in turn makes you feel good. This is the circle you need to dance in.
Here are three powers and one superpower to help you “think clean”.
Sam Makhoul holds a Master of Laws degree (major in finance law) and is a director of MSA National, a law company specialising in mortgage processing. He has also advised and acted for the ‘who’s who’ of financial institutions and holds particular insight into the mortgage process developed and refined throughout his career.
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