Loan Officers: Diagnose Before You Prescribe — Kayla Kallander

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Kayla Kallander says it plain: "Prescription without diagnosis is malpractice."
Kayla is a mortgage loan officer at First International Bank & Trust in Fargo, North Dakota. In this talk, Dino and Kayla go deep on one big idea. Ask better questions before you give any answer.
Kayla shares how she slows down to speed up. She tells why buyers open up when you ask what scares them. And she shows why one rate on a page is never the whole story.
You will also hear her favorite book, her Million Dollar Drop plan, and a few words about her four rescue dogs.
Comment DIAGNOSE on any clip and we will send you the playbook.
Books mentioned: Unreasonable Hospitality — Will Guidara
Views expressed are the individual's own and do not represent their employer.
The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e10-kayla-kallander/
#WhoCanWeServeToday
00:00 Welcome
02:22 What is your ethos?
11:48 Unreasonable Hospitality and feeling understood
13:57 Slow down to speed up
17:37 How Kayla stays 99% self-sourced
21:40 The 15-minute discovery call
23:31 "Wait, there is more than one rate?"
1:04:21 The Round begins
1:11:11 The best question to ask a borrower
1:12:42 Favorite book
1:18:06 The Million Dollar Drop
1:24:55 The free playbook
Thanks for listening to "The Way With Dino Katsiametis"
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