Loan Officers: Shift Your Mindset and Boost Your Performance

Having the right mindset is a key part of success in sales. Your mindset can make a major difference in both your day-to-day work as well as in the trajectory of your career. To ensure we avoid falling into negative mindsets, it’s a good idea to check in from time to time. Here are 3 important mindsets that can keep you moving forward:

Generosity

A traditional sales mindset of the past is ABC — always be closing. It focuses on closing deals as the ultimate goal, as opposed to focusing on clients’ needs first. This sales-focused mindset isn’t usually successful when working with today’s consumers. Instead, your clients want to work with someone who has their best interests in mind. They want to trust that their unique needs are heard and remembered throughout the process. They want to work with someone who takes the time to answer their questions and address any concerns. Shifting to a mindset where the client’s needs are the top priority will help you deliver a top-notch client experience, build your reputation, and ultimately support you in growing your business.

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Abundance

Sometimes, loan officers adopt a mindset of scarcity, meaning they focus on limitations. This can stop you from achieving the success you want. Instead of focusing on what’s lacking, shift to a growth mindset. If you’ve fallen into a business rut, one of the best ways to take control of your progress is to shift your mindset to one of abundance. This is an optimistic view where you believe that there’s enough to go around — enough clients to serve, enough loans to close, and enough potential for growth. This perspective helps LOs to take more creative risks and experiment with innovative ideas with less fear of failure.

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Entrepreneurial

Loan officers may not always see themselves as entrepreneurs, but they should. Shifting to a mindset of ownership will help you take control of your own success. Instead of seeing yourself as an employee, reframe your perspective to that of an invested business owner. When you start to put more of your time and energy into your mortgage business, you’ll be able to better guide its expansion and success. Entrepreneurs are known for being creative, resilient, hard-working professionals. They take pride in their work, and they see mistakes as opportunities for learning and growth. When we adopt this mindset, it’s easier to push through difficult times to achieve our vision.

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You may not realize the mindsets that are operating beneath the surface, but the state of your business will often reflect them. By actively choosing to shift towards mindsets of success, the path to achieving your goals becomes clearer and more direct.

If you’d like to talk more about growth mindsets, or if there’s something else I can be of assistance with, don’t hesitate to reach out to me. I’m always happy to block off some time to connect.