The last time I was without a car was disastrous. When have you been in that position and couldn't figure out what to do? How is it possible for loan officers to work without an automobile to carry them to their appointments, see the referral sources that need to
be seen?

The automobile is one of the most necessary tools of the Loan Officer so that their daily work can be done. Although there are exceptions to this rule, Manhattan, New York being one of them, a car is the mode of transportation that takes us from appointment to appointment.

What would you do without a car? Could you conduct your business without a car for any period of time? This leads to more questions, and makes me recall a time of my life when I worked for a man who loved to party. He was not content unless he was surrounded by groups of people, and unfortunately unless he had a drink in his hand. He created, out of his own needs a weekly party in the office that started every Friday afternoon and lasted until late evening. Friday about three o'clock the office work came to a stop. Most of the office staff was torn between the idea of having fun and serving the needs of our clients. Parties are fun of course, and those who know me are familiar with the fact that I'm no "stick in the mud" however; there is a time and a place for everything.

I've thought of him often during my life, but never quite in the context that I now offer his idea. It's almost a blessing that I can't remember his name anymore, so I am not tempted to write it here. In addition to his other foibles, he quickly discovered that he had hired someone (me) who had definite ideas about increasing business. Over a very short period of time it became apparent that we had totally different views of the mortgage industry. We had opposing opinions of what it took to establish business relationships. We were both partly right and partly wrong. His needs were different than mine. His needs were different than yours. You need to create a relationship with your referral sources. One of the things I've noticed is that most people are proud of the Company at which they work. Most people would like to be able to create an atmosphere where their clients could see the environment in which they work. Well why not do it?

If we combine the idea of being without a car and the desire to show off our office environment, why can't we allow our referral sources the opportunity to visit us? We are constantly trying to create innovative and creative ways to get past the "Door Sergeants". We are constantly trying to create ways to establish a professional relationship, which would consist of trust and confidence in our ability.

The real estate industry has become more and more Professional. The Mortgage Industry has been at the forefront of this Educational endeavor. We sell service. We sell service to the people who refer business to us. We want to constantly sell more and more service. The more service we sell the more business we will do. Isn't it possible to combine all of these ideas into one and accomplish our need? Of course we can. With a little imagination and hard work, we can create a program that together with the other loan officers in our company will show off our office and do it without the need of our car.

One thing I know is that you want to be as busy as possible. That is what makes you successful at your business. Can you envision having your referral sources visit you in the office? Can you envision having a gasoline bill of about five dollars a week? Sure the second idea is impossible, but the first idea is not only possible, but preferable. Can you imagine having your referral sources sit down with your processor and going through he actual files that are in process?

The future of the business is that the Computer processing system that is in your office is going to be available to be accessed by your referral sources. It is also probable that the client themselves will be able to access the file. All of this will cause us to do our job more professionally and accurately.

Until the time that these things occur, and in order that we continue to keep good relationships, why not create a program that will allow your referral sources to visit your office, and see first hand how a GREAT mortgage company operates. This is how some people do people their business all the time. DO IT, DON'T JUST THINK ABOUT IT!

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