Friday, May 2, 2008
Loan Officer Training - Being A Loan Officer Is A Lot Like Being A Baby Elephant
Do you know how baby elephants are programed to not run away? A big chain is put on their leg and fastened to a post in the ground. The baby elephant doesn't have the strength to pull it out. He tries and tries, but he just can't do it. After a while, his brain is programed in such a way the makes him believe he can't break the hold that has him tied. As the elephant grows bigger, the chain remains on and sometimes the chain is replaced by only a rope. Since the elephant is "programed" to believe he cannot break it, he doesn't even try and therefore, stays close to whatever the chain is fastened to.
Most Loan Officers are programed the same way. No, not with a chain, but their mind is programed that the only way to do business is this way, or that way, or the way their mentor does it, ect. When that Loan Officer hears of someone who is successful at doing the Mortgage Business another way, his mind believes that will never work for him because he's programed to only do it one way. He has a limiting belief that only he can overcome. He has to choose to reprogram himself.
That Loan Officer can read about new marketing techniques, different scripts to use, even different lenders. BUT, unless his inner program is changed, he will never change his ways. He can learn any kind of new thing that comes down the pipe, but unless his behavior changes, which is another way to say his inner program has changed, he really didn't learn anything.
There's nothing wrong with this. If he is success, maybe there is no need to change. If he's making the kind of money he wants to make, then great! But, if he wants to change, he has to understand the past programing he's been trained on, then he can move on. Does this make sense
The Inner Game is something that needs to be understood to make it big, long term, in the mortgage business. Some folks have got it together, some haven't. Do you want to know what it's all about?
I would like to invite you to http://www.TheMortgageNation.com to get a FREE 6-part E-course on the Inner Game Of A Loan Officer. You'll also receive "An Open Letter To A Loan Officer". If you're a Loan Officer in the mortgage business, this is a MUST READ. You'll also get access to The Mortgage Mailbag, a free weekly Q&A about the mortgage business. Check it all out at http://www.TheMortgageNation.com
