Okay, this is MY official ActiveRain success story of 2008.

This year, I closed an amazing amount of loans the rest of the world considered IMPOSSIBLE. Wait. Almost every loan was considered impossible to close in 2008.

But I scaled mountains. I crossed wide rivers. I sat at the closing table wearing a goofy grin. I signed "congratulations" cards with these 3 words: "WE DID IT!"

You see, I have a powerful secret weapon, thanks to ActiveRain. Becoming a blogger has taught me how to write one helluva LOE. In mortgagespeak, that stands for LETTER OF EXPLANATION.

LOE's are something that underwriters request as a condition of approval. As in: Why did your income drop so much in 2008 vs 2007 (hey..was that guy in the real estate business?)

But long ago I made the decision to play on the OFFENSE, not DEFENSE. I never wait to be asked to write a letter. I write letters whenever I need to get the other side in my corner. They are always truthful, and always shamelessly ask for the reader to decide in favor of my client.

I have fought decisions that went against my client and WON (like a bank charging $200 per day for a late closing).

I have convinced sellers to lower their price (when an appraisal comes in TOO LOW),

I have helped applicants win properties in multiple offer situations by writing letters to the sellers.

I have gotten files approved after multiple turn downs.

I have convinced appraisers that water views are worth SOMETHING.

I have explained away just about every situation you can think of when the bank didn't like the property (bars on windows, gravel driveways, no garage, unfinished projects, etc)

And no underwriter EVER looks at any file, even the cleanest file, without a letter telling her about the applicant and WHY HE DESERVES TO BE APPROVED.

Let's face it. Lives are complicated, and a lot is at stake when someone buys a house. But the whole process of getting a house is still done by real live people making decisions about other real live people.

Why make them GUESS? Tell them why.

Here is the secret that explains why letters get things done: a letter on a piece of paper that can go in the file gives the decision maker JUSTIFICATION for making the decision that will favor your client (and cover their ass).

There is a reason they call it HARD COPY. Think about that.

FACT: A well written letter of explanation is a POWERFUL WAY to persuade people to do exactly what you want them to do. Not many people know how to do it in this age of instant communication. But you do. You are a blogger who writes little letters you call posts every single day, attempting to persuade readers to think your way.

If you only have one thing on your list to improve your business for 2009, make it this: I will learn how to write a great letter of explanation.

 Written by Janet Guilbault, Mortgage Lending Specialist Based Out of the San Francisco Bay Area