A lot of Loan Officers struggle with one aspect of our business, prospecting. It can also be termed as finding clients, brining borrowers in, getting new business, etc. You get the picture.
The issue sometimes isn’t really why the business isn’t coming in, but rather the issue is why you can’t create other ways to bring the business in. That may not make sense at first, but really think about how that whole process works.
This next statement may seem a bit strange, but in order to understand what you’re looking for you have to understand what you’ve got. If you’re in a position where you need more business coming in, that means whatever you’ve been doing isn’t working, right? That also means that you’re thinking about the lack of business you have. (whatever that means to you)
Sometimes that focus on the lack of business overpowers any thoughts you may have about bringing in other business. It’s as if you’re staring at a problem in such a way that all you can see is the problem. You can’t see the solutions for that problem.
Loan officers all over the country have been through this, so if this sounds like you, don’t think you’re alone. This may seem easier said than done, but train yourself to change your focus. Quit focusing on what you don’t have (lack of business) and focus on having an abundance of business. Move what your current focus is from right in front of your eyes, give yourself a line of sight, so to speak, to see solutions instead of the current challenge.
By: Andrew Poletto
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