May 31st, 2019

Today’s the last day of May, and with rates being down it’s a good time to do a little self-analysis on habit patterns. Rates are at their lowest levels since the first few weeks of 2018, which means habits are going to be put to the test. As rates go down, do you find yourself still focusing on selling value / benefits and taking the time to build true relationships, OR have you found yourself sliding back into old habits of order-taking and being transactional?

Low rates provide many opportunities both in loan sales and in sales techniques. They provide a chance to finally push past old habit patterns and replace them with new value-driven ones. Take this rate drop as a learning opportunity to hone your skills and stay focused on value, relationship, and differentiation. This is the only way to ensure success in any market, not just low-rate ones.