Let’s talk about something every loan officer faces, but few admit: call reluctance.
That knot in your stomach before you pick up the phone.
The “I’ll do it later” excuse.
The overthinking, the procrastinating, the false busywork.
It’s fear. Fear of rejection. Fear of not sounding good enough. Fear of bothering someone.
Having studied this topic for decades because we all know that nothing makes more sales than calls.
One thing I have found the solutions all come back to is…
…Your why has to be bigger than your fear.
Think about it like this:
If a parent sees their child run out into the street, they don’t stand frozen on the curb worrying, “What if I trip? What if people laugh at me? What if I look silly?”
No. They run. They sprint straight into danger without a second thought.
Because their WHY, protecting their child, is bigger than their fear.
That’s the same muscle you and I have to build when it comes to making calls.
For me, I overcame call reluctance by tying each call to something that matters more than my discomfort.
- Providing stability for The Lovely Mrs. White.
- Paying for my kids’ school, because they each had dreams that I wanted to help make happen.
- Helping people going through hard times because people did the same for me when I needed it.
When those reasons burn brighter in your heart than the little fears buzzing in your head, the phone gets a whole lot lighter in your hand.
So here’s your Saturday Strategy:
1. Write down 3 things that you really want (I find it’s best to pick something that you want for somebody else.)
Put them on a sticky note by your phone.
Let them stare you in the face every time you’re tempted to hesitate.
2. Before you dial, pause for 30 seconds.
Close your eyes.
Picture your “why” as clearly as you can. See it, feel it. Say it out loud.
3. Then ask yourself: Is that worth one uncomfortable conversation?
The answer is always yes.
Fear doesn’t vanish. But when your why is bigger than your fear, you’ll move anyway. And that’s where the deals, the partnerships, and the life you want are waiting.
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