One of the things that I truly believe sets very successful Realtors apart from the rest is a lender that is ironclad, someone they can trust to do their job no matter what. Over the years I've made it a point that when I setup new Realtor relationships that I am in constant contact with my Realtors. That they learn to trust me very early on, and that they know I am very reliable.

My first negative encounter with a Realtor happened a while back when the Realtor explained to me that he would use me assuming his client's decided to chose me. He explained to me that he always wanted his client to have the best rate and best loan program and wanted to make sure they always had multiple options. In theory this sounds like a good idea, like he is just looking out for his clients right?

I don't agree.

Realtors, you have to put more trust and more time into your relationships with your lenders. Do you really not trust them that much? Any time I meet with new Realtors I make it very clear that I expect to be their preferred lender and nothing less. If they offer anything less then I move on.

What needs to be understood is that we are mortgage professionals also consider ourselves to be of great worth and value to you and your clients. We invest hundreds of hours (or we should) working on growing our knowledge, learning thousands of guidelines, memorizing products, knowing our market, investing in marketing. Just like you.

The reality is that most if not all lenders have their bank's rates (or preferred lender's rates) and hundreds of others. So they can do the shopping for you. Sending the client to a few other lenders only makes their work that much harder and tells your lender you don't trust them. If you truly believe your client should shop around for a better loan or rate than maybe you don't have the lender you should yet.

Can you imagine if you and your lender were doing a joint marketing campaign together and your lender had a referral for you. What if your lender sent that lead to another realtor, or TWO? Would you trust them? Would you really want to bother with that lead? I don't work with a realtor who would ever tolerate that. Ever.

Your trusted mortgage professional feels the same way.

Now I realize that this doesn't apply to the majority of Realtors. Most realtors I know do have "preferred lenders" who they would trust with their own blood, but those of you who do not, go find one. You should be able to trust your lender implicitly and know that they will do the right job for your clients every single time. There should never be a concern about their ability or capacity to close your deals.

For those of you who do not have preferred lenders yet remember what is important to find in a lender. Here are some things you want to look for if you don't already know:

• Experience: There is just no substitute
• Work Ethic and Personality Dynamic: Have lunch/dinner with them and find out what makes them tick. Do they only work 9 to 5 M-F? If so they probably aren't the kind of lender you want.
• Product Knowledge: This is very different than just experience. Making sure that your lender knows what products to put your clients in is going to make or break your return business. A bad loan reflects poorly on not just the lender, but you.
• Spirit of Excellence: A lender who is willing to go the extra mile is second to none. When your borrowers are at closing at the 11^th hour, will they be there or golfing spending their commission checks early?
• Lender vs. Broker: I've known many realtors in my life and some swear by bankers and some swear by brokers. They are distinct advantages to working with a bank, but never count out a broker who will work hard for you. It boils down to all of the previously stated. A bad banker with no experience is easily outperformed by the broker who knows their products and lenders.

When you find all these things, STOP THE SHOP. Trust your lender and you'll find that we will start looking for ways to promote you. When you trust your lender as much as you trust yourself to take care of your clients you will start to see an increase in your success as a Realtor. Then when you find that lender sit back and relax, we'll take care of the rest!