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In this Quick Tip, Carl White shares a lesson from a classic car show that every loan officer needs to hear.
One of the biggest reasons loan officers avoid reaching out to past clients is because they feel like too much time has passed. They think they need to apologize for not staying in touch or explain why they haven’t called.
Carl explains why that’s a mistake.
Using a story about a pristine 1957 Chevy and a last-minute mishap before a judging competition, he reveals a simple truth: most people aren’t focused on the things you’re worried about. When you point out your own mistakes, you’re often drawing attention to something they never noticed in the first place.
If you’ve been putting off calls to past clients because it’s been months or even years since your last conversation, this quick tip will help you move forward with confidence and start more conversations that lead to opportunities.
Your past database may be one of the most valuable assets in your business. The key is taking action.
