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Meet with your clients in person at least twice during the loan process and set appointments for annual equity reviews thereafter to revisit the plan. Are the clients still on track? Has their income changed? Has their equity position become imbalanced?
These are issues that you can pinpoint before they become a problem, and you can subsequently make any necessary adjustments.
Get to know your clients' team of professional advisers to confirm that the financial plan is seamless and cohesive. If they don't already have them, encourage them to build relationships with a CPA, an investment adviser, an insurance planner, an estate-planning attorney and a Realtor. Maximize the benefits of your strategic partnerships by referring your clients to other professionals who you can endorse confidently.
Act the part
Take your job seriously. Dress professionally. Be accessible to your clients. Return phone calls and e-mails promptly. Build a competent and efficient support staff.
Recognize the fact that you are asking people to trust you to manage their families' largest asset and their largest liability. Be willing to accept the responsibility that goes along with that privilege.
If you were blind to it before, I think you can now clearly identify the opportunity to make a difference in your clients' lives.
Don't spend another day haggling over quarters and eighths. Instead, become an integral part of your clients' financial peace of mind for a lifetime.
Tim Stuart is
a real estate adviser and principal of TSMaverick Inc., a mortgage-planning firm that emphasizes the use of the mortgage as a wealth-building tool around which to build the overall financial plan. He specializes in working with real estate investors in Southern California to boost returns through equity repositioning, resulting in maximized tax benefits, minimized interest expense and optimized cash flows. Reach him at (949) 852-3545 or by e-mail at firstname.lastname@example.org.
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