Mortgage Market Weekly Update – May 24, 2013

Memorial Day Holiday

I sincerely hope you have been enjoying your complimentary subscription to the MORTGAGE MARKET GUIDE WEEKLY. As the Memorial Day holiday is being observed, the next full issue will arrive on Monday, June 3. I wish you and your family a peaceful Memorial Day holiday, as we remember the sacrifices of all of our Armed Forces servicemen and women, past and present, who have worked so hard to protect our great country. In the meantime, please enjoy the useful tips below and share them with anyone who may benefit from them.

The Mortgage Market Guide Weekly is the industry’s leading publication of this type, and I’m pleased to provide this valuable resource to you. If you feel that any of your colleagues or associates would benefit from keeping up-to-date on market and economic trends with this easy-to-read format, please let me know, and I will be happy to add them free of charge.

The Mortgage Market Guide View…

Like It or Not…
The Secret to Getting More Clients

Head hunters and human resource professionals will tell you when somebody gets hired, it’s based on careful examination of qualifications, experience, education and a host of other criteria. If you asked your clients, they would probably tell you they worked with you based on a similar process.

But there is more to the story!

So says psychologist and best-selling author Richard Wiseman in his book 59 Seconds: Think a Little, Change a Lot. And it’s not just his opinion, he cites over 30 years of psychological research and a joint study by the University of Washington and University of Florida, to prove his point.

Following over 100 students searching for a job, researchers tracked everything from sending out resumes to final interviews. They also tracked the other end of the equation–not just the students, but also the hiring process.

The winners’ big secret?

Turns out, it doesn’t come down to qualifications, experience, education–or that host of other criteria. It all came down to how much the employer liked the prospective employee.

Since the 1960’s, the presidential race has been consistently predicted by Gallup, tracking only the likability of candidates. The University of Toronto reported that likable people are far less likely to get a divorce or be sued for malpractice.

So forget about cutting your commission or adding even more designations behind your name just to get business. Being irresistibly personable and genuine with people can win you many more clients in the long run.

But, according to Wiseman, that’s not all there is to it.

People are also less likely to trust you if you come off as “too perfect.” When talking to a potential client, rather than coming out swinging with your long list of achievements, save them for later. Going out of your way to listen and be attentive to people’s needs can make all the difference.

Here are nine easy things you can practice to become more likable:

1. Be known for your positive attitude
2. Be passionate about what you’re doing
3. Have a good sense of humor
4. Assume the best in people, especially in front of others
5. Be complimentary–but not too complimentary
6. Listen more than you talk. Here’s how: hear it, acknowledge it, add something of value
7. Be known for your ability to adapt
8. Have good manners, good grooming and good language
9. Be humble

Please feel free to pass these tips along to any clients and colleagues who may benefit!


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