Is What You Do Memorable?

Mortgage and Lending with Southwest Funding

 How does what you do benefit the quality of life of your customers? Life events, not the level of interest rates, drive borrowing needs. Helping people achieve the fullness of their life is remarkable. Doing a good job on their loan isn't.

I read a quote from Tom Ward, one of the most successful mortgage originators in the country, who said, "Mortgage originators need to be blue collar financial planners for their customers. Most often we are the only financial professional they work with as just 1% of people work with financial planners. If you do the remarkable - if you benefit their quality of life - then you've given your customers something they will talk about..."

After you next meeting with a new client, I want you to ask yourself this, "What do I do to inspire this client to tell others about me?" What follow have you put in place to ensure you will stay in contact with that new client? How are you going to wow that customer?

DFW Loan Officer

Jeff Schraeder

Imperial Mortgage

Comments (4)

Larry Bettag
Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001 - Saint Charles, IL
Vice-President of National Production
Tom's great....I was just on the phone with him a few hours ago.  Great man...great quote
Jul 11, 2007 03:30 PM
Nattalie de la Mothe
Maximum One Greater Atlanta Realtors - Atlanta, GA
Selling Atlanta Homes like a Boss
Jeff, I think thats a question we all, not only loan professionals, should ask ourselves... Great post!
Jul 11, 2007 03:34 PM
David Kosmecki
American Pacific Mortgage - Ramsey, MN

Tom Ward is absolutely right! Most blue collar clients don't have a financial planner, many white collar clients don't have a financial. It is really our job to make observations and suggestions to visit a professional and show our our solutions could benefit to a CFP's plan.

Dave Kosmecki - AmStar Mortgage


Jul 11, 2007 03:34 PM
Stephen Katz
Katz Mortgage Team, a branch of VanDyk Mortgage Corporation - Atlanta, GA
Branch Manager, CMPS

Actually, I think doing a great job on my customers loan IS a way to help make their lives fuller and richer.  If they walk away from a purchase closing knowing they got a good deal on a new home they're excited about, or a refinance closing table knowing they'll be saving hundreds of dollars a month in mortgage payments...then you've done them a great service, especially if you've made the process as easy and painless on them as possible.  Let's face it:  unless they have the cash to buy a home outright, they need you, your knowledge, your experience and guidance...along with your money.  And if you provide them excellent service at a fair price, which, in turn, allows them to get what THEY want, then you have made their lives a little better today.

This is a crazy, stressful, tough business we are in, and sometimes I think there must be an easier way to make a buck...  But it's worth it when I KNOW I've helped someone in a way that neither their friends nor family nor employer ever could...

Jul 11, 2007 03:41 PM