Many loan officers feel the need to close as many deals as possible within a short period, but doing so could actually be doing us more harm than good. Should we be spending more time building trust with clients, or is it ever a good idea to seek short-term successes? Are we putting ourselves at an advantage by giving our clients the wrong advice if it means we are guaranteed a deal? On this episode, Next Level coaching client and loan officer at Spire Financial, Matt Deluzio, shares why we have to become more focused on our long-term aspirations. 

Too many great salespeople are only focusing on the payday, when they should be playing the parlay. That is, focusing on growth. -Matt Deluzio

Three Things We Learned From This Episode

• Establish trust that brings long-term results (07:41 - 08:55 )
  Many of us think chasing and closing individual deals is the path to success, but in reality, if we're too focused on single pay days, we lose out on long-term results. Aim to parlay by nurturing clients and building trust with them over time. 
  
  
• Steer clear of instant gratification solutions (10:07 - 11:11 )
  When we have a good idea of what we want to achieve, it becomes easier to say no to anything standing in the way of our goals. Think about long-term objectives and identify the path to success - then refuse to divert from the track.
  
  
• Be truthful and the business will come (15:55 - 17:10 )
  It can be difficult to tell a potential client we're unable to assist them, but doing so is the key to lasting success. Don't fear telling clients the truth, or advising them to look elsewhere. Honesty will go a long way in building trust and securing clients in the future.

Guest Bio- 

Matt Deluzio is a loan officer at Spire Financial in Denver, Colorado. After 3 successful years in the mortgage business working part-time, Matt became a full-time loan officer 2 and a half years ago, and has continued to see phenomenal results ever since. 

To get in contact with Matt, visit

https://mdeluzio.spirefinancial.com/

Email mdeluzio@spirefinancial.com

Or call 720.616.6490