Threats to the Loan Officer w/Matt DeLuzio
On this episode Matt DeLuzio joins Kellen Vaughn to discuss the current threats to Loan Officers in 2021. Matt also discusses how he competes against builders, why knowledge is power, the importance of being an advisor, and how he keeps his referral partners happy.
2:19 Intro to Matt
4:15 What are the threats
6:45 Competing against builders
17:50 Staying in front of your referral partners
22:00 Rate and market quick take
“Inventory is low and probably will be for a long time.”
“How do you become an advisor? You have to have more information.”
“If we are serving people well, we will continually be referred.”
“Order takers are not going to advise and they are not going to do the math.”
“I can always sleep at night when I know that I am advising my clients well.”
It is very difficult at times to compete with builders due to incentives.
If you are going to show your value as a loan officer, you have to be an advisor.
You can win deals by asking questions that other Loan Officers aren’t.
Play the long-game with your business and you will build better long-term referral relationships.
Building trust will sustain your business over time.
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