NMP - February 2018 - 41

them more money, you must be
able to properly message that to
them.
I was present at a conference
not too long ago. A very wellknown mortgage company owner
was speaking before making
talking about all of this incredible
technology that his company was
providing to mortgage originators.
The system basically put all the
information an originator could
ever need in front of them from
loan technology, to access to
every piece of news and
information that could possibly
exist relating to mortgage
financing. As I watched this
presentation, all I could think of is
now the mortgage professional
has even more things in front of
them that will distract them from
doing what needs to be done,
which is going out and developing
relationships that will result in
leads and loans.
Now it was my turn to get up
and present, and as much as I

sales and marketing skills will not
solve a lack of production
problem.
The bottom line is that
technology can absolutely
increase your originations when
you know how to use the
technology within the framework
of a clearly defined marketing and
selling system. Haphazardly
adding technology without
knowing how to encompass it
into your sales presentations, will
only lead to frustration and
virtually no change in
performance. The great news is
that learning how to do this is not
nearly as hard as one may think.
You have a choice, you can
either believe technology is the
solution, or embrace the fact that
technology will support your
efforts as long as the foundation
of success in marketing and
sales, as well as your work ethic
are at a level that would enable
you to succeed even without
technology.

Ron Vaimberg is President and Head Coach for nmpU, a
division of National Mortgage Professional Magazine. Ron
is a leading Trainer and Coach to wholesale and retail
mortgage professionals and the Creator of
ForAEsOnly.com. Ron can be reached by phone at (888)
979-6678 (nmpu), ext. 801 or by e-mail at
RonV@NMPMediaCorp.com.

n National Mortgage Professional Magazine n FEBRUARY 2018

convert leads into loans. It only
enhances someone who
possesses the foundational skills.
If you take a look at top
originators in the mortgage
industry, or any top sales
professional in almost any
industry, you will see that they
perform at that level not because
of technology. The secret to their
success is the combination of
work ethic, persuasion skills,
time management, and the ability
to overcome objections and get
prospects to say yes.
It amazes me how many loan
officers have all of this cutting
edge technology at their
fingertips, but because they are
unable to convey in an effective
way to their target audience the
benefits that this technology
provides to their prospects,
essentially this renders the
technology ineffective. In order
for someone to embrace the
technology that you have that
will make their life easier or make

By Ron Vaimberg

was in awe of how advanced this
technology was, and I
complemented the technology. I
knew that this prior presentation
was going to hurt the ability for a
Loan Officer to increase their
production because this was just
more informational source that
would detract from marketing and
selling.
I brought up to the audience
the statistic I provided earlier in
regard to 1984 production versus
present day, and how it has not
changed. I can tell you most
originators in the audience were
not happy to hear what I was
saying, but yet in their hearts they
knew it to be true that the
numbers relating to loan officer
performance have not grown.
The owner of the mortgage
company who presented the
technology before my
presentation, even came up to
me and told me he agreed
completely with what I said, and
that technology without essential

NationalMortgageProfessional.com

sTalk

41


http://www.ForAEsOnly.com

Table of Contents for the Digital Edition of NMP - February 2018

Contents
NMP - February 2018 - Cover1
NMP - February 2018 - Cover2
NMP - February 2018 - 1
NMP - February 2018 - Contents
NMP - February 2018 - 3
NMP - February 2018 - 4
NMP - February 2018 - 5
NMP - February 2018 - 6
NMP - February 2018 - 7
NMP - February 2018 - 8
NMP - February 2018 - 9
NMP - February 2018 - 10
NMP - February 2018 - 11
NMP - February 2018 - 12
NMP - February 2018 - 13
NMP - February 2018 - 14
NMP - February 2018 - 15
NMP - February 2018 - 16
NMP - February 2018 - 17
NMP - February 2018 - 18
NMP - February 2018 - 19
NMP - February 2018 - 20
NMP - February 2018 - 21
NMP - February 2018 - 22
NMP - February 2018 - 23
NMP - February 2018 - 24
NMP - February 2018 - 25
NMP - February 2018 - 26
NMP - February 2018 - 27
NMP - February 2018 - 28
NMP - February 2018 - 29
NMP - February 2018 - 30
NMP - February 2018 - 31
NMP - February 2018 - 32
NMP - February 2018 - 33
NMP - February 2018 - 34
NMP - February 2018 - 35
NMP - February 2018 - 36
NMP - February 2018 - 37
NMP - February 2018 - 38
NMP - February 2018 - 39
NMP - February 2018 - 40
NMP - February 2018 - 41
NMP - February 2018 - 42
NMP - February 2018 - 43
NMP - February 2018 - 44
NMP - February 2018 - 45
NMP - February 2018 - 46
NMP - February 2018 - 47
NMP - February 2018 - 48
NMP - February 2018 - 49
NMP - February 2018 - 50
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NMP - February 2018 - 88
NMP - February 2018 - Cover3
NMP - February 2018 - Cover4
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