Have you ever heard the this when learning sales techniques, "the person asking the questions is the person in control of the situation"? That's a good skill to know, but there is a fine line that you MUST NOT CROSS to make this technique effective to your future growth.

Most green trust cash online loans tribal Officers, when interviewing clients, take this technique way out of context and continually bombard their clients with questions because they want to stay in control, but ultimately, this can back fire on them.

Think about some police shows or movies you have seen. What does the policeman usually do with the suspect in custody? They bombard them with questions to find out information. There is no conversation, only questions, questions, questions.

The point is, if you're constantly asking questions to your borrower, you don't get to know them. Getting to know your borrower is a huge key to referrals in the mortgage business.

Being a Loan Officer, you need to ask yourself this, are you interacting with your borrower or are you interrogating your borrower? If you only get one thing from reading this, understand this....if a borrower does NOT feel comfortable with you, you will most likely NOT get the deal. If you continually bombard your borrower with questions because you want to "stay in control", guess what? That borrower probably will NOT feel comfortable with you.

Oh sure, you have to ask questions, that's a given. But you can do so in a fashion that is conversation like, not interrogation like. Make them interact with the conversation, not just always answering questions.

Remember, the more comfortable they are with you, the more likely they are to refer other business your way, which is what you should be striving for from the start, right?

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