This morning, Karen Fiddler posted Pipeline Building.....Compassion, Generosity, Intelligence, which I found to be a really great post. So much so that it inspired me to post my own thoughts on this particular subject.
I am a Mortgage Loan Originator (MLO) and have been for eight years now. I have always believed that one of the duties and responsibilities of my position is to inform and educate my clients as well as consumers and prospective home buyers who contact me, about their specific loan options and how I can assist them with their specific mortgage needs.
Over the years, I have received so many calls and emails from prospects who want to know more about what their loan options are. Most of the people who contact me are typically just starting the process of getting pre-approved and are basically collecting information.
Some of the people who have contacted me have indicated that they are already working with some other MLO and are just collecting additional info or they have expressed some concerns about the person they are working with and were subsequently referred to me to help them with their current mortgage needs.
Whatever the case, I am always more than happy to answer questions and provide information to these people regardless of whether or not they will ever end up using my services. While being able to work with those people in providing their mortgage needs would be great, it's most certainly not my primary objective when someone calls me and is asking questions about the mortgage industry, the mortgage process and/or various loan programs. In speaking with people looking for more info, I am always very generous in providing the info that they want and need.
In her post, Karen discusses the folks who whine and complain about working for free because of all the information that they give away for free to people who don't or won't use their services. Karen poses the question, "ARE YOU REALLY PROVIDING VALUE IN YOUR INFORMATION?" Because if we are, then these people would use us or they would refer us to people who do need our services.
As a result of my willingness to be honest, forthright, friendly and professional, I am often rewarded with being able to serve the individuals that initially contact me. Quite often, these same people will thank me for being so helpful and generous with my time when they first contacted me. It was this coupled with my knowledge and experience that they tell me was why they ultimately chose to work with me other than someone else or even the person they were previously working with.
Guess I'm providing value in the information that I offer (for free to anyone who wants it). I've said this before (quite recently too) and I'll say it again, "knowledge is power and when we're the ones wielding the knowledge, we suddenly become very good people to know".
When consumers and prospects realize that we're someone worth knowing because we are knowledgeable as well as honest, nice and professional, good things can happen. Thx for the reminder, Karen.
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