Listening and speaking- a helpful hint

During a long-ago mortgage convention, I was approached by a respected member of our industry, Carol M. She and I were part of a group of people who were discussing various aspects of sales in the mortgage industry.

She and I agreed on one very important point. Salespeople (MLO's) think that their job is to talk to their prospects, rather than listen. Most think that they need to explain everything before it is asked, in order to prove how informed they are. The opposite is true. Be the best listener you can be. Ask questions that pertain to the issue at hand and then listen.