Fix your mortgage, and oh by the way, fix your priorities

Mortgage and Lending with Citizens First Financial

Today, I was begged by my daughter to watch my five month old grandson for awhile. This meant putting my mortgage business aside, which meant less phone calls, less visits, less running around to open houses, less of a chance to prospect for loans.  I wondered why eveyone thought MY JOB was the expendable one and felt pretty sorry for myself. 

 So I decided to be productive anyway and I laid this little baby on the floor on a soft old blanket with my big Scotsman Guide beside him. 


I alternated between checking fingers and toes and blowing bubbles to reading up on new mortgage products and various articles about whats new and whats hot in the marketplace.  And wondered about my role in my family's life, my personal life and my business life. 

After a couple of hours of baby play, and reading the pictures, big print, you know, the Browsy stuff. It was nap time. 

This use of my time was productive after all.    It moved me to ENJOY myself, just abandon all else  to the love of this little child.  And in that moment,  I had to think about every single person out there who is looking for a refinance or looking to buy a home.  How human are they?  How much does this transaction mean to them?  Is it really a numbers game, or is it a human interaction, maybe a human intervention?  Your loan is with SOMEONE who probably has family, children, grandchildren, husbands, wives, parents, brothers, sisters, even pets as well as close friends that he/she dearly loves. We need to know so much about a person to do a loan.  It really is an invasion of privacy and space that can't be helped.  But my reminder today, was to be gentle, and understand how this large amount of money will influence a person or a family's life. 

This brings me to the articles I have read about GORILLA SALES TACTICS:

"...Holding back thoughts of financial types stealthily creeping through the deepest, darkest African undergrowth trying to surprise our elusive forefathers, I was all ears..."

African guides on safari tours cannot guarantee meeting gorillas, you see, but they do have a very high success rate. And while gorilla sales tactics can't guarantee new  clients, it could put a mortgage lender in touch with thousands of prospects, and might very well provide a high success rate.

And the end destination of this jungle activity might be a gorilla whose positively thrilled, but then again, maybe, it just might, turn around and attack you.

Previously, I blogged about optimism,  now I'm on a pitch for treating people like people. 

In the Scotsman Guide, the tip of the month read:

...A smile is the foundation of any sales pitch  It must be genuine and a natural expression.  It should even be felt over a telephone or via e-mail.  Great mortgage brokers smile to welcome their customers.  Most important, the smile must be honest and should portray integrity... "


The smile should be followed up by FOLLOW UP.  The famous FU word takes a new turn!  No matter how friendly, how optimistic, how ungorilla like you might be,  if you fail to stay with your client, and let them know the rate, the lock, the changes, the close date, yeh, I'm talking TILA and GFE, with a personal touch, you are still at risk for making the deal but LOSING your customer's future business with all of his friends and family.

The Follow Up Condition of the Sales Meeting actually lasts quite a long time.  It sits at the closing table like a real live person, with a smile.  One who holds the baby (or puppy) as needed.  It is still active  two or three weeks after the CLOSING, when the Follow Up is a call to say, "I'm just following up. Did your loan work out for you?  Are you completely satisfied?  Was there anything I could have done differently?" 

You see,  I'm ready to take a risk here and there myself. Well yes, quite a few.  And for those who care, while I don't leap from boulders at the Grand Canyon.  I have hiked rim to rim.....

Leaping Rock in Grand Canyon

But when it comes to my customers,  I want to treat them like old friends, or family,  I don't want them  worrying about their financial situation, or taking scary risks,.  Baby sleeping                                                                                                                                                        

I want them to sleep like a baby at night.

Lastly just a post note here about the Scotsman magazine.  It really is a wealth of information. Lots of great articles about keeping the industry honest, diversification, managing risk and as I look ahead in the index, I even see waiting up ahead: "How to be no. 1 in Web Searches." Plus many, many more great articles.  Its almost as good as ACTIVE RAIN. 

Renee Kokoszka, Park City, Utah, Mortgage Lender, 435-962-5656

Comments (12)

Brian Foxworth SC, GA, FL, & TN Mortgage Loans
Palmetto South Mortgage - Columbia, SC
Renee -Amen to that! I love how flexible my job is so that I can be the go to person for family needs as well as take care of my Clients.
Jan 09, 2007 09:26 AM
Ken Spencer
Buckeye, AZ
for Verrado, Buckeye, Sundance

Sometimes it helps to remove myself from a routine like you did with your little baby.  It's refreshing and it actually gives me a fresh look or start on something I am contemplating.  It's like a mini charge.  Healthy, isn't it?


Jan 09, 2007 10:11 AM
Christy Powers
Keller Williams Coastal Area Partners - Pooler, GA
Pooler, Savannah Real Estate Agent
Your grandson is adorable. I couldn't agree more. Coming from the opposite side, I have never had a follow up call from a mortgage broker or lender. May be that's why I used different ones each time. I really never had any personal interaction with a mortgage broker or lender.
Jan 09, 2007 10:49 AM
Jennifer Fivelsdal
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY
Mid Hudson Valley real estate connection

I am sure spending time with your grandson was rewarding.  Now and then we need to step away from our regular  routine.

Jan 09, 2007 11:25 AM
Michele Connors
The Overton Group, LLC Pitt & Carteret County - Greenville, NC
Your Eastern North Carolina Realtor

Your life is whole and that baby is so darn cute!   Careful what you say around him, he'll be ready to work by age 7- ask my daughter! She was with me alot and really knew how to handle the phone calls and trips to the office to staple, sort and sharpen pencils. Time flies- dont lose sight of what is most important. You have a little blessing in that bay boy!

Jan 09, 2007 11:47 AM
Leigh Brown
Leigh Brown & Associates, RE/MAX Executive - Charlotte, NC
CEO, Dream Maker - Charlotte, NC
What a cutie-reminds me to stick to my guns in scheduling time with the kiddos outside our normal family time.
Jan 09, 2007 12:05 PM
Christy Powers
Keller Williams Coastal Area Partners - Pooler, GA
Pooler, Savannah Real Estate Agent
I swear kids grow over night. It always best to get as much time as you can when they are young.
Jan 09, 2007 02:48 PM
Lauren Corna
Archway Realty, LLC - Southlake, TX
What a little Sweet Pea !!
Jan 09, 2007 02:51 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Good advice - and one that we will follow this year with built in planning on our calendar for "family time".  Makes one more effective overall.
Jan 10, 2007 12:44 AM
joanne Douglas
Terrie O'Connor Realtors - Ridgewood, NJ
Glad you were able to hit the reset button with such an adorable little baby!  Good post.
Jan 10, 2007 01:23 AM
Tom Burris
NMLS# 335055 - Baton Rouge, LA
Texas/Louisiana Mortgage Pro - 13 YRS Experience

cute kid. i see why it was hard to say no....

sometimes, you have to stop and recharge the batteries... and remind yourself of the reason you work so hard.


i think you just found that reason

Jan 10, 2007 01:25 AM
Renee Kokoszka
Citizens First Financial - Park City, UT

All:  Thank you all for admiring "Sweet Baby James".   Thanks for the encouragement to stop and recharge.  Even for a few hours it really worked.  What I've heard is that sales and marketing people need one week every three months to just go away, take a vacation, see new scenery, etc. And then they come back more creative, more energetic and more productive.  Enough to make up for the week. 

Christy:  I'm HORRIFIED at your mortgage experiences.  I email, call, send notes, meet at the coffee shop my former clients - once a month.   Besides being a people person, I mean, everybody has friends and relatives that might need a loan so it just makes good marketing sense.  I want to be your mortgage consultant for life!

Michele:  All three of my children have helped in my business - I owned two espresso bars for six years.  Now I'm ready for my grandson - it will be a very special day that he helps!!

Have a great day!

Jan 10, 2007 02:25 PM