Chapter 67 − Taking the Mortgage Application—Where?
Few will share their money freely; yet most will grant far more time than is wise to things which are far from wise.
Hurrying down the block we clench a $20.00 bill in our pocket as we rush past a person in need, we’d normally pause to offer a few dollars, but in this moment we’re late for a lunch meeting with a different sort of stranger, one who wants something else from us – time. And so we save the $20.00 (which we will go to our grave never having spent), while ‘gifting’ 3 hrs of our most finite resource of all – time – to an in-person meeting that a 15min zoom call would have made clear was a non-starter.
Bucket #2
Inside the first 15 minutes of the call, you’re filtering questions have determined there’s a workable deal to be had for the client, to be sure, you need ALL of the documents, the complete picture, no room for surprises.
These clients drop into bucket #2, the online application link with all docs uploaded via the secure portal (we really need to stop emailing docs people), a signed Letter Of Engagement (LOE) and an up to date Credit Bureau.
With all docs in hand, and reviewed for concerns, a follow up meeting is scheduled with the client, ideally via Zoom – because you can learn a lot about a client from their body language, their zoom background, etc.
Keep in mind they’ll also be learning (judging) a lot about you, IE how seriously you take yourself and your profession.
Are you showing up like the professional you want to be viewed as?
Are you in a T-Shirt, hoodie, or a dress shirt?
Is your background a tattered couch piled high with clothes?
Are you (still) wondering why clients take the word of a lawyer as gold?
A lawyer shows up in a professional office, with a suit and tie on. If you’re hoodie-broker with laundry, lighting, and audio issues, you won’t be taken seriously. Ever. By anyone.
Dress to impress.
Be prepared for the meeting with a plan. A plan for the meeting itself, and a plan for the client.
Outline your understanding of their goals, allow them to confirm. Outline the solution you have found for them, allow them to ask questions.
Better yet, go deeper – ask them three times if they have any outstanding questions – and watch their body language. Remind them that there are no stupid questions in this business.
The biggest danger in our profession is the unasked questions. The ones the clients fail to ask, and the ones we fail to ask. Ask tough questions.
The format for these meetings; tell ’em what you’re gonna tell ’em, then tell ’em, and lastly tell ’em what you told ’em.
#constantspacedrepetition