See Ya at the Closing

Several months ago I was meeting with a Realtor friend and we were discussing our businesses. I mentioned that I was constantly improving my systems and was looking at what I could do to thank the Realtors on both sides of the transaction. My thought was that a good car wash would be appropriate, and since it wasn't tied to future business, it would probably be RESPA compliant.

His response was enlightening and life changing. He stated " I might not be like most Realtors, .... no, I think I am like most.... What would mean the most would be a heart-felt thank you card. Better yet, why don't you just show up to the closing and not make me have to answer your questions." Wow, ...make me not have to answer your questions... I asked what percentage of loan officers were at his closings. He said maybe 1% if that.

This got me thinking. How often does a Realtor or Title Officer have to answer questions that only I have the answer to. Or how often have they been put into an uncomfortable position because they were not aware of the reasons that I placed the borrower into a particular loan program or interest rate.

I made the decision to make every closing that I could. It's been a further drain on my schedule, but has been well worth it. Almost every closing has had a question raised that only I could answer. A couple of times there were issues that needed to be addressed  that only I was aware of. 

But the reward has been fantastic. I have cemented the relationship with several Realtors who know that I am looking out for everyone's best interest and prove it by showing up at closing. My clients know that I will be there to make sure that there are no surprises and I have several Title companies who view me as a cut-above the rest.

This is the commitment that I make to every client and business partner. I will do my best to be at the closing, and if not possible, I will be available by phone and will have a copy of the paperwork in front of me. Whenever possible, I will have reviewed the closing documents and discussed them with the client the day prior.

Larry Morris is a loan Officer with Equipoint Financial Network in Newberg, Oregon. He specializes in relocations and Sherwood, Oregon neighborhoods. He can be reached at larry.morris@equipoint.com. His website is www.PDX-Mortgage.com. This material is copy protected 2007 by Larry Morris, Mortgage News that Matters. All Rights Reserved