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Why Likeability will be More Important Than Ever
Likeability. It may seem irrelevant to some but I believe that it will become more essential for reverse mortgage professionals in the coming months. Ponder for a moment the personal probing you will have to conduct as part of the Financial Assessment. What do you earn? Have you been late on your property taxes? Is your credit good? You get the picture. Prior to ever asking such questions we must build rapport which brings us to the question. Are you a likeable person?
Look at these traits and grade yourself and see where each of us may improve.
1. A positive outlook. If the borrower senses negativity or fear from the originator they will be more inclined to be insecure and fearful. A positive attitude must be part of our mental makeup before we can be reassuring and imbue others with the same attitude.
2. Undivided attention. A likeable person has mastered how to give others their undivided attention making the person feel like they are the most important person in the world at that moment.
3- They listen. Poet Ralph Waldo Emerson said “There is a difference between truly listening and waiting for your turn to talk”…
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