Scrappy should be a constant state of being as you fight for your clients and their dreams. This is even more necessary when interest rates rise. Because you know what rises with them? Fear. Questions. Hesitancy. Now more than ever, your borrowers need you in their corner. To answer questions, vanquish doubts and provide a general sense of well-being.
So what, exactly, does it mean to stay scrappy? It’s staying on your toes – always ready to stand your ground or pivot. It’s being on high alert and watching out for threats that could derail your deal. It’s that can’t-stop-won’t-stop-never-quit approach that lets our borrowers know we mean business when we say we have their back.
You are their biggest advocate and, as their loan advisor, you are the gatekeeper who potentially holds the key to their investment future. Putting scrappy into action doesn’t mean showing up to a closing with brass knuckles on. It’s about acting decisively. If you’ve done your research, if you’ve thought through all the scenarios, if you know where you’re going and how you’re going to get there, then it’s easy to be scrappy.
You simply have to learn, act and react – quickly. Based on the above, you can probably tell that scrappy individuals are just fine with uncertainty. Ambiguity doesn’t scare them because they’re prepared for anything and they’ll respond with cat-like reflexes and creative solutions.
These are invaluable skills to have as a loan officer – uncertainty rules our industry! There are so many factors that can influence rates, buyer qualification and housing prices. If you’re not comfortable with the unknown, you’re in the wrong business. So lean into it instead. Plant your feet, brace yourself, then get ready to push back on behalf of your borrower.
Once word gets out about how hard you fought for them, you’re almost guaranteed to receive referrals and/or a glowing review.