Things Are Not Always What They Seem

Today, I want to talk about a valuable lesson: things are not always what they seem. In our line of work, it’s crucial to remember that you can’t judge a book by its cover. Here are three examples to illustrate this point:

1. Surprising Clients: Years ago, I did a loan for some clients who I never would have guessed owned multiple properties. They appeared to be typical, everyday people, but they owned four properties and had over $3 million in the bank. This experience taught me to never make assumptions about a client’s financial situation based on appearances. It’s a reminder that each client deserves the same level of service and respect, regardless of first impressions.

2. Real Estate Agents: When calling and courting real estate agents, it’s easy to misjudge their reactions. Sometimes, agents might seem irritated or uninterested, but you don’t know what’s going on in their lives at that moment. They might be dealing with personal issues or just having a bad day. It’s important to stay persistent and professional, as they might be a perfect match for you, just caught at the wrong time. Building strong relationships requires patience and understanding.

3. Builder Business: Many loan officers assume they can’t break into builder business because builders often have in-house lending teams. However, this is a misconception. There is plenty of builder business to be had if you know how to approach it. Don’t assume that opportunities aren’t there just because they aren’t immediately visible. Today, we have Kevin Gillespie as our speaker, and he will share insights on how to effectively tap into builder business. Kevin will provide strategies to overcome these barriers and seize these opportunities.

Action for Today: Reflect on your own experiences and consider where you might be making assumptions that could be limiting your success. Challenge these assumptions and approach each opportunity with an open mind.

PS: To learn more about how we can help you grow your business and develop a winning mindset, visit Don’t forget to join our free live Zoom coaching calls every Monday to Friday from 8:30 AM to 9:00 AM ET at Also, register for our upcoming Loan Officer Boot Camp on July 18-19, 2024, by visiting

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