Dear Loan Officer,

I hope this message finds you well! Few would argue with the idea that building relationships is critical to success in our mortgage lending industry. However, with current rates at historic lows and phones ringing off the hook, is it clear that there is no shortage of business for the foreseeable future.

Every time I pick up the phone, I aim to get on each call looking to build a relationship. Next time you’re on a call, I challenge you this: Consider asking yourself whether if you are trying to secure a loan, or if you’re looking to build a win-win relationship?

I’ve had several calls with people this week that frankly, I don’t know if they will do business with my team. But I spent time educating them, asking powerful questions and sharing the ins and outs of how securing a mortgage loan works.

Remember the lifetime value of client; maybe you don’t get that loan because you do what’s best for that client. But they may come back to you on the next loan, or share your contact info with a friend, because you became a resourceful ally to them.

So next time you rush into your next call because you are so busy, consider how valuable it is to create a life-long customer. I know you, dear reader, wholly understand that the relationship-building in business is worth so much over time.

I wish you all the best!