“No man will work for your interests unless they are his.”


Every Tuesday, we buy lunch for all of the employees in the branch.  This past Tuesday was ‘Chinese Tuesday’ and what would Chinese takeout be without the finale:  the Fortune Cookie.  Instead of being told that I’d be taking an ocean voyage or some other such whimsical nonsense, this quote by David Seabury, popped out.  “No man will work for your interests unless they are his.”

 It got me to thinking about just how fortunate I really am to have this great group of people surrounding me at every level from employees to clients and to the Realtors, Builders and Remodelers who trust me day in and out to do the right thing for them and the people they refer. 

Do you ever get asked the question, “Why should I use you?” or feel like you have your hand out desperate to connect with the person across the table?  I get asked the question a lot these days and I think it’s really important to know the answer when asked.  After all, there is reason for skepticism on the part of the community at large when 30% of transactions blow at the closing table and the foreclosure numbers keep rolling in reminding everyone that we as a profession acted in some pretty unprofessional ways over the last decade.  Buyers and real estate professionals alike wonder whether we intend to serve their interests or are just another of  the incompetent, self-serving group of people who essentially burned the economic world down.


 My experience has been that the answer comes from a connection to something deep within ourselves and that is the convictions and goals that we share with those around us and those we are priviliged to serve.  Zig Ziglar, in his famous quote, addressed the answer by saying, “You can have everything you want in life, if you’ll just help enough people get what they want.”  So what do they want?


In 1987, a real estate broker told me that I should never issue a pre-approval or prequalification unless I was certain that the transaction would close because from that moment, the buyer mentally moved into the house and the Realtor mentally cashed the commission check.  I would get an A or an F for my performance as there was really no score in between.  To this day in my practice, Pre-approved means Proved. 


Ken also taught me that Failure to meet deadlines is not an Option!  Loan files tell a story and part of the story is that there is a moving truck being packed somewhere, and paint being purchased to paint the house the day before move-in day.  A crew is being assembled to help schlep boxes, and when we don’t meet deadlines all of the best laid plans go crashing down like a row of Dominos hurting real people. 

I frequently tell people I meet that our branch represents the Graduate School of Mortgage Banking.  When you stay together as a group for as long as we have as full service lenders, work on as many crazy kinds of files as we have committed to finding  workable solutions, you develop a deep grasp of the guidelines that is simply superior to those who jump around. 


Spending a little time considering what’s important to those you serve will provide a deep well  of confidence upon which to draw the next time you’re asked the question, “Why should I use you.

                                                                                                                              -Kate Wilson

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