Despite my sometimes caustic commentaries on regulations that don’t always provide what I would consider the most ideal solutions to fix real world problems in the mortgage industry, I will say that we have weeded out a bunch of the “in it for a buck” crowd. The alleged mortgage brokers and various bottom feeders who participated in the subprime feeding frenzy have done their damage and sank back into the sea and now (for the most part), the professionals left are honest people.
And isn’t this what me and my Realtor partners continue to strive for? We’re not out to chum the waters and just be “sellers of dreams” — our role should best be defined as “trusted advisors.”
We’re not just a website where you enter a few variables to get current mortgage rates or home prices – we are instead resources. According to our friend Jeffrey Gitomer (who makes his money teaching sales people the art of earning and developing strong and long term client relationships) there are:
“6 Levels of Competence you can rise to as a salesperson:
- Strategic advisor
- Trusted advisor
- Trusted advisor and resource
PLEASE NOTE WELL: These are NOT titles. They’re roles you play, and positions you are regarded as, by the customer. If your card says “consultant,” that doesn’t mean you are one. The proof of title is that the customer PERCEIVES you as one.
The customer’s perception of you is your reality.”
At the end of the day I think it is really important to keep our functions and responsibilities in focus. It’s the only way any of us are going to get anywhere and conquer our clients’ fears of going into the water. Cue Jaws soundtrack…