I'm constantly amazed and intrigued by the huge variety of people that we encounter in our business.  We see different cultures, races, and creeds. We see young and old. We see the wealthy and those who are just getting by. Sadly, we sometimes tend to treat everybody alike. We often want them to conform to our mold. We need to take a step back and understand that no two people are alike. We also need to be ever mindful that even though we do what we do every day, buying a home or getting a mortgage is something that most folks only do a few times in their entire life, and it is a little bit scary for most. Yes, it is exciting, but it is also scary.

We are all aware of the "Golden Rule".  "Do unto others as you would have them do unto you." I suggest that this is wrong. We need to do unto each individual as they would uniquely have us do unto them.  We need to listen to our clients and then listen some more. I believe there is a reason that we have two ears and only one mouth.  We need to be listening at least two thirds of the time.  We need to ask questions and then simply shut up and listen. Only then can we truly serve our clients. Only then can we lead them toward an end that is in their best interests. And when we have effectively served our clients, always with their best interests in mind, we will be rewarded with their undying trust and loyalty. And that is a wonderful reward.