Being a loan originator is basically being a psychologist with a calculator.

People think the job is numbers, rates, guidelines, documents, and signatures. That is part of it. But the real work usually starts long before the loan file is submitted.

You are helping people process fear.

Fear of making the wrong move. Fear of taking on debt. Fear of missing the market. Fear of being judged for their finances. Fear of asking questions they think they should already know the answer to.

You are helping people process stress.

Buying a home is emotional. Refinancing is emotional. Using equity is emotional. For many people, money conversations bring up years of pressure, mistakes, wins, losses, and family history. They are not just choosing a mortgage. They are carrying their life story into the conversation.

You are helping people process uncertainty.

Should I buy now? Should I wait? What if rates improve? What if prices rise? What if I lose the house? What if I regret this payment?

Most people do not need a sales pitch.

They need clarity. They need honesty. They need someone calm on the other side of the phone who can explain the options in plain English and help them think clearly.

That is why the best loan originators are not always the loudest marketers or the smoothest talkers.

They are often the best listeners.

They know when to guide. They know when to educate. They know when to slow someone down. They know when to say no. They know when to protect a client from making a bad decision.

And yes, unlike an actual psychologist, the payment is not guaranteed.

Some loans close.

Some loans get declined.

Some clients disappear after two weeks of daily calls and texts.

Some decide to wait until rates drop.

Some suddenly have a cousin who knows a guy.

That is part of the game.

My daughter is planning the psychiatrist path, which is around eight years of studying to become a doctor. That kind of commitment deserves respect.

I remember my own road in architecture. Five years for my bachelor’s degree, then more studying for licensing, plus around 3,900 working hours on top of that.

Learning never really stops.

Growth never really stops.

Stress never really stops either.

Honestly, we all kind of need a psychologist at some point. Who doesn’t?

So yes, being a loan originator is a lot like being a psychologist.

Just with more paperwork.

Got a Deal? Book Your Free Therapy Session

Alanna Avalone — Private Lender

Call/ Text/ WhatsApp: +1 (305) 537-6443

This newsletter is my weekly take on lending, markets, and mindset, from someone who still loves helping people get deals done.

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