If mortgage truth can be found in the sprawling vastness of Internet and tucked away in the blurbs of the Bradenton Herald, then surely it can be discovered in the life of my little daughter, Chloe Sky. I suppose the "experts" would tell you that you need to be intimately acquainted with mortgage backed security trading to know which way rates are going to go, you must study the new MDIA and HVCC guidelines to predict turn times, and you have to be familiar with your 19 different lenders to understand whether or not you can write a loan on a manufactured home in the middle of a giant iceberg. But the truth is, all that matters is sleep, milk, and attention.
Follow me for a second. Abraham Maslow, in his 1943 paper entitled, A Theory of Human Motivation, basically ranked our needs as a human. We will always revert back to curing deficiencies in our lives at the most basic level, starting with physiological needs. If the needs of the body aren't met, then we can't pursue more intangible needs like love, truth, security, and self-esteem. My little girl needs food, and if she doesn't get it, the alarm goes off and she responds (usually about 3 AM). Once she gets those needs met, a peaceful bliss settles throughout our household. Smiles galore.
So how do we make our clients smile? Meet their needs. They could care less about the 50-day moving average and how long their appraisal is going to take. They are looking for shelter. 4000 square feet of it in some cases, but shelter none the less. And if we can create a way for them to get this or stay in this home, we are going be successful. We are the ultimate pacifier in how we handle the process and the information we provide our clients. Our words and e-mails are binkies and blankies.
So despite the Taylor, Bean, and Whitaker disaster, slow turn times, narrow-minded underwriters, teaser rates on every Internet pop-up ad, chameleon guidelines, whacked appraisals, and the rest of the chaos we are in the midst of, we can create peace and treat people with respect and attention. I'm drifting off to sleep just thinking about it. Time for some coffee.