Some of us have an innate sense of confidence, and that’s great. But for others of us, it’s a trait that needs to be cultivated and strengthened over time. If it comes naturally to you, then consider yourself lucky. If it doesn’t, it’s worth investing some additional effort into. Particularly for LOs, confidence can help us reach new heights and make a stronger impression on prospects, clients, referral partners, and everyone else we meet. Here’s why it’s so important:
Set Loftier Goals
When we’re feeling confident, we push ourselves further — we step out of our comfort zones more often. Loan officers with a high level of confidence have a clear understanding of where they are now, and where they want to go next. If we’re not confident, it’s very easy to get stuck in one place trying to maintain what we have rather than striving for more. Lack of confidence can make the things we really want to accomplish seem out of reach, without the motivation to take the steps necessary to get there. But with full confidence, we can set loftier goals, and then keep moving forward to reach them. More on setting (and achieving) goals, here.
Solidify Your Reputation as an Expert
Confidence also plays a key role in effective marketing and branding. When we’re confident, it comes through in everything we do. This means that in every conversation, every post online, every meeting, we demonstrate that we’re consummate professionals that can be relied upon and trusted. Specifically, borrowers want to partner with an LO that they feel fully confident in, and it’s our own confidence that helps to earn their confidence.
Earn the Trust of Prospects and Clients
Having a strong reputation that precedes you is a good start, but you have to go one further — to really earn the trust of prospects and clients, you need to show that confidence in person. Anyone can say anything online, but confidence allows us to back it up. When prospects and clients see your confidence, it puts them at ease; they know that they’re in good hands, that you understand their needs, and that you’ll get them through the borrowing process with minimal stress. Most borrowers are doing this for the first time, and they need to be able to count on their loan officer for the reassurance they need.
Work Better with Your Team
Finally, confidence improves all of your team interactions as well. The best team members are the ones that everyone else can rely on. When you're confident, you’re generally clearer and more communicative, meaning that your colleagues will see you as an integral part of the unit.
Spending some time cultivating a higher level of confidence is a worthwhile endeavor for mortgage professionals that want to function at maximum effectiveness.
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