Financial Services: It’s Not About Making Sales, It’s About Helping Individuals

The most important thing about my career as a Loan Advisor is listening actively so I can help others. I ask essential questions about each client’s individual situation and listen actively to their answers. This helps me understand exactly what they want to do or are hoping to accomplish with a home loan or refinance.

Basically, successful mortgage Loan Advisors must have a resilient ability to empathize. Yes, empathize. You may not believe me, but your job depends on it too!

Think of this; someone with whom you are familiar, such as your boss, your aunt, or a friend needs help. You have the knowledge, experience, and the means to help but if you have zero empathy, you will do nothing for them.

Empathy as a Loan Advisor helps me put myself in the shoes of the borrowers I speak with. It really requires me to understand their unique situation and genuinely care enough to structure options that will help them. Understanding where another individual is coming from also lets me communicate effectively throughout the process. Having empathy for their financial situations and future goals reveals to my clients that:

• They can trust my advice and get credible answers to all questions
• The loan offers I structure are customized to their specific needs
• Doing what I suggest will be beneficial to their situation and financial future

The financial services industry should never be intensively focused on sales. Instead, having the empathy to understand the challenges of others (including your co-workers!) empowers you to help. It allows you to understand other’s actions and responses too. I do not think of my career as sales but rather as advising. I apply my training and experience to help fund the futures and goals of others. Recognizing that everyone is an individual and having empathy builds a bridge that is rewarding for everyone involved.

The greater your ability to understand what another’s experience is, the more successful you will be. Empathy makes you a better friend, a better leader, a better colleague, and a better person all around.  I recently read a quote from Richard Branson in which he stated, “if you aren’t making a difference in other peoples lives, you shouldn’t be in business – it’s that simple.”  And you know what?  It really IS that simple!