The Mortgage Advisor vs Loan Officer Mindset

And, uh, you know, your reputation is what people think of you before they first meet you. And before you walk into the room, that's why social media is so important. And that's why, you know, I'm a student of it. And one of the reasons I study what Julie does, cause you know, not only is this woman a connector, but she also has a wonderful way of presenting herself authentic, genuine, this is me. And, uh, and, and I'm cool with who I am. And if you connect, that's a wonderful thing. And that, uh, you know, that authenticity is the difference between being successful in social media, in the, in the attraction society that we're in today. But it's also on a one-on-one personal level, the difference between whether you're going to actually have conversations that lead to commitment, that lead to conversion, that lead to contracts. And you, you have to have that first step, that conversation. And that's the value of being a mortgage loan advisor. You know, these loan off, there's a lot of loan officers, but I would say that less than 20% of our industry are true mortgage advisors. Very true. You know, they show up and throw up, you know, here's my products. Here's this, here's that. Oh, wait a minute. I haven't even told you what my need is yet. That's one of the reasons why the smocks one. Okay. I went to, I went to a, uh, a retreat, uh, for other top producers in the country, uh, with Cindy Erdman and the mortgage mastermind group, the defining district, difference. You know, you go back to Texas once in a while. I like to go to a Manhattan beach and suffer for the industry. So I went down there for a meeting. And, uh, when I came back, my team had ordered this, uh, smock for me as the mortgage professor, because they, they say, I always educate, educate and entertain. So I'm an edutainer. And, uh, and so we, we did a couple of videos having fun with it. And then it turned out that people are commenting about me being the mortgage doctor. So that's nice. So that's what stuck. But, but when you think about it, we cannot prescribe the right financial plan for a client until we've taken a financial physical of their overall financial condition. That's exactly right. So you have to have an attitude of curiosity. You have to actually ask your clients what their long-term and short-term goals are in order to properly position them with the right tools.