The Principals of Success are no secret. This priceless information is readily available from mentors, business coaches, and countless books written on this subject.
Some of my favorite authors on the subject of success include Napoleon Hill, Jim Rohn, Dale Carnegie, and Jeffrey Gitomer. All write about the Laws of Attraction, about providing the best client service experience possible, and about helping others without expectation of repayment. All build Karma, your reputation, and ultimately success.
While these “secrets of success” are readily available to everyone, it’s always surprising when people disregard them to their detriment.
Recently, an estate-planning attorney referred her client to me to learn more about a Reverse Mortgage. We discussed what they are, how they work, the pros and cons, when they are an appropriate instrument, and when they are NOT. Turns out, a Reverse Mortgage was not an appropriate solution to her needs. Nevertheless, she was extremely appreciative for the time and information I provided.
She told me that her financial advisor did not believe in Reverse Mortgages, saying they should never be used. I asked if she would introduce me. “I’d love to enlighten him on the product and eliminate his misconceptions.”
I was taken back when she answered, “Oh no. I never make introductions. I won’t do that.”
A few months ago, I was introduced to a CPA at a party. When he learned what I do, he stated, “I’ve heard no one is getting approved for mortgages these days.”
I asked where he heard this from? “His clients!” he responded. He explained that many of his clients had tried to purchase or refinance with “their bank” (which typically means their current mortgage lender or where they have their checking account). All were denied.
Next I asked, “Of the several hundred mortgage loans I’ve originated these past two years, how many do you think were denied?” The answer: THREE.
I continued, “Since your clients are obviously unhappy with the results of their mortgage attempts, who have you been recommending they work with?”
His answer shocked me. “I don’t make recommendations.”
“REALLY?!? Why Not?”
“I just don’t.”
“So you’d rather your clients suffer rather than introduce them to competent, qualified, and exceptional professionals who can help them and make you look like a hero??”
The conversation ended shortly thereafter.
Much of my success I attribute to:
- The exceptional experience we provide our clients. (Don’t take my word for it! Read our ratings and testimonials!)
- The business I strive to refer to my clients and referral sources.
- The introductions I make to improve the lives of my clients and referral sources.
The time I invest to help others, without any expectations in return, is significant. Yet, the goodwill I’ve developed has proven worthwhile.
Warren Goldberg is President of Mortgage Wealth Advisors, a Certified Mortgage Planning Specialist®, and a published author. His interviews include Blog-Talk Radio, Newsday, The Daily News, Anton Press, and the Long Island Herald. Since 1992, he’s been sharing his financial knowledge and wealth-building strategies, including how to properly use your mortgage as a financial tool. His clients regularly express their trust and appreciation by recommending friends and family call when in need of mortgage, real estate, and financial guidance.
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