In the age of internet shopping, competition seems as tough as ever, if not totally skewed. Competitive business practices typically allow the consumer to get a better product, yet with so many options & firms biding for your business....who can you trust? The internet savvy big-name mortgage marketing ggurus have flooded emails, pop-ups, banner, & search engines with promises of a mortgage loan that is akin to an euphoria Leonardo DiCaprio too expected to encounter and live amongst in the movie "The Beach." Sales, like life, is a complex and interesting endeavor and euphoria rarely rears its idealistic head. If it is too good to be true, it probably is. There is much competition to garner your business. Who can you trust to deliver a fair and affordable product for your particular situation? Why do some 'offers' seem so much better than others? I'll tell you my take. Sometimes it seems in this biz that you are competing against ghosts.
For the past few months here at our firm, we have ben involved with a lead company providing leads harnessed through the net. Individuals simply inquiring about their options when purchasing or refinancing their home fill out some basic information and the 'lead' is now on its way to be fought for by numerous companies. Psychology, Manipulation, Charm, Persuasion, Persistence, Charisma, & Follow-up are only a few of the terms associated with the art of the sell. That art is more than just selling a product that many companies have similiar access too, it's selling yourself. Being in the biz for a mere 5+ years, I've tried to create a checklist of how, as a consumer, I would not only choose but would want my mortgage professional to work for me.
I want:
-Bottom Line>>> Can I get the financing to buy a hom?. Will this refinance go through? If there are going to be obstacles, let me know what they may be and how I can help to get through them?
-Trust>>> Always earned, rarely given. I'll let them interview me as part of the application process but I would also be sure to interview them as well for the position of My Mortgage Consultant.
-The Know>>> How are you paid? Is it a reasonable fee? How does the loan process work?
-Options>>> I want them. Not too many but enough to make an informed decision on what best fits my ideal situation...both now and down the road.
-Accessability>>> Don't treat me like an unwanted ex, return my calls & emails in a timely manner. I shouldn't have to beat down your door to close my loan so you can make money.
-Communication>>> Oh, this is a biggie! I don't like surprises but I know stuff happens. When you find out the good, bad, or indifferent, let me know right away.
-Lip Service>>> I'm not a big fan. Don't tell me what I want to hear, tell me what is as you know it. I don't need a politician here, I need a Trusted Advisor working to get a mortgage that makes sense for me.
-The Human Element>>> I want to know you care and have the heart of Rocky Balboa & the soul of the Dhalai Llama, or at least you won't be a stranger after the deal is done.
-What Makes You Different>>> Oh, you're local? That's wonderful. You've helped customers move into their house?!? Excellent! You will be at the closing? Great!
And through this simple exercise, this will help me continue to evolve in being the best mortgage guy I can be. Not only should one exceed their client's expectations, but surely live up to their own.
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