This comment, which appeared over the weekend on a featured post made me extremely uncomfortable:
"One of my nasty little tricks is to coach Realtors to ask my competition to explain APR as a knowledge test."
Okay, everyone, let's not use hidden agendas when we connect. Why not? Because "nasty little tricks" are not the foundation for great relationships.
Trust is.
We owe it to our mutual clients to bring trust to the table when we handle the most important transaction of their lives.
If you are a Realtor who would like to connect with a great mortgage person, just say what is important to you and and ask for some feedback.
Be open. Be honest. Be transparent.
If that isn't enough, ask for referrals or testimonials. From other Realtors. From past clients.
Read their blog. Have coffee together. Ask their advice on transactions. Ask if they publish a newsletter.
Take your time, there's a lot on the line. Being proactive when you select a mortgage person is one of the best things you can do for your real estate practice.
But please, don't administer "tests".
Don't give a mortgage person your worst file, the one turned down by 5 other lenders, to "test" how hard she will work on a difficult file. (This would be like the mortgage person "testing" you by referring a client she knows will not qualify for a loan).
Don't leave a message at 9:30 on Saturday night to "test" how responsive she will be with calling you back.
And please don't give a "knowledge test" on any mortgage subject. Chances are, you are not qualified to administer such a test (acknowledging there are exceptions to this.....).
You need to evaluate any potential referral partner. I respect that.
I want to respect you, TOO.
But how can I when you're not being straight up?
Written by Janet Guilbault, Mortgage Banker/Broker Based Out of the San Francisco Bay Area
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