OK, I get this new client who wants to do business with me. They contact me on Monday. Today is Tuesday. They have "a lot of business" to do with me and have actually heard that I'm the "man with a plan." In other words, I can get things done when no one else could.
I am introduced to this client by a referral source - - so yes it comes through a referral. And the opening line late Monday is that we have to have everything wrapped up by Tuesday. Now, I'm a quick and reactive person. I can pull miracles out of my butt from time to time, but the demands this client comes up with is ridiculuous. Any lender would cringe at the demands this client asks of me.
So...the sweat begins....I know that I can give this client everything they want, and I'll get paid a lot of money for doing his loan. I know the tricks that most average loan officers don't. The problem is that he'd been dealing with my competition for over 45 days and I get the deal at the midnight hour.
Todd Duncan, owner of The Duncan Group says that there are 4 types of clients;
1) High Payoff, High maintenance
2) High Payoff, Low maintenance
3) Low Payoff, Low Maintenance
4) Low Payoff, High Maintenance
We as professoinals want to build our business so that we only work with numbers 2 and 3. Number 4 we need to kick to the curb no matter where our career development is. Turkeys flock with turkeys and eagless soar with eagles. But number one? Hmmmm....If I'm beginning my career, then absolutely. A deal's a deal.
Now that I'm in the prime of my career, I've vowed to kick the crap to the curb. Invariably, every deal that I take with someone coming swinging and I KNOW THAT I CAN GIVE THE CUSTOMER WHAT THEY WANT, becomes the nightmare that I need to rid my life of. The problem is the payday on this particular deal is so much higher than the standard deals for so many reasons that I'm not going to get into. You see, when I take a deal like this, it may blow up or may go through. If it blows up, the reason usually is 
that the client won't cooperate. They are coming to you because no one else can get the deal done, but they won't cooperate. And even when you get the deal done, it was like pulling teeth. When you do business via referral only, you want raving fans, not some ___________ that you want to push in the middle of a 4 lane highway.
I work hard. In fact, my little ego says that I work harder than anyone I know. I do work hard. With the times being so uncertain I want the revenue of this deal. You never know when the market is going to break out or collapse, so you work for what you can get. But the times i'm exposed to these sort of clients, I fall on my knees and thank God that he's given me so many awesome clients.
Having said that what are your thoughts? Part of me says that the time I'd waste on this guy I could go out and get three other deals where my clients would love me.
Your thoughts
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