When you consider making a significant contribution into a cause or charity, you usually have a reason or purpose for giving to that specific organization. It might have been that the particular “cause” helped you or your family at one time. Or it might be you witnessed that charity make a difference in someone else's life. Or it could be that the organization is working toward solving a problem you, your family or someone you care about and you want to contribute toward that solution.
Notice I said “significant” contribution. We have all handed out a little cash to someone with a can or basket. But “significant” means we regularly write a check, or we routinely volunteer.
It means we have our heart into that particular cause. For example, you might just causally drop a 10-dollar bill into the can for “Diabetes Research” and not think another thing about it.
But for our family, it is at the top of our list of organizations to give to.
Why? My oldest grandson, now 19, was diagnosed with diabetes when he was just one year old. Our family is passionate about diabetes research.
And what about breast cancer awareness? If you have not lost a family member to this disease, then maybe you never think about it.
But for those who have—they are diligent not only to give but also to work to bring awareness to the nation of early diagnosis and treatment.
The “Wounded Warrior Project” might be something you just casually notice—unless you have a brother who lost an arm or leg in Iraq or Afghanistan. I could go on and on with this.
The same is true for the mortgage origination business.
When you have found your area of “contribution” or your niche in the mortgage business, and you are passionate about that niche, many times it is where your heart has drawn you to make a difference for that group of borrowers.
Below are just a few examples (and there could be dozens more) of different loan products and possible reasons why a loan officer understands and has a passion for that niche:
• U.S. Department of Agriculture Rural Development loans—Because they grew up in a rural area and want to provide assistance to rural homebuyers.
• Veterans Affairs loans—Because they or their family have served in the military or they live in a military town.
• Bond loans—Because their family never had the opportunity to own a home due to limited income.
• Federal Housing Administration loans—Because they have personally felt the pain of trying to purchase a home with lower credit scores and a low down payment.
There are any number of reasons you would find and develop your niche in this business.
But I believe that the best loan officers are those who serve with HEART that special niche.
I have used the acronym HEART because it is your heart—the center of who you are and what you stand for—that makes the core difference in how you provide service to your clients:
• H is for “Honor.” A partial definition of “honor” is “...honesty, fairness, or integrity in one's beliefs and actions; a man or woman of honor,” and “...a source of credit or distinction: to be an honor to one's profession...”
It is hugely important to have this quality in serving our clients with the niche we have chosen.
• E is for “Engage.” Anyone can quote rates and fees, but are you engaged with your clients and connect with them on a deeper level—their heart?
Hopefully, more loan officers are seeking to provide an experience to their customers, not just a commodity, and operate as mortgage consultants rather than just transaction coordinators.
• A is for “Above and Beyond.” What are you willing to do that is above and beyond the “call of duty”?
When your heart is engaged, you will whatever it takes to provide your clients with not just “mediocre” service but excellent service when you help them to purchase that home.
• R is for “Raving Fans.” When you are connected with your clients on a “heart” level, they will become your raving fans.
Most people forget about the rate and even the costs, but they do not forget how you made them feel.
Did you give them respect and over the top service? Did you honor their time and their commitment to the process? Did you give them value for the money they invested in your services?
• T is for “Trust.” When your clients trust you, they are relying upon your integrity and your ability to get things done.
Trust is earned, not demanded. Trust is earned when you do what you say you will do, when you say you will do it, in the manner in which you said you would do it. When your client trusts you, they are confident that their hopes for a home are not in vain.
Do you have a HEART to serve? Pour your focus, your energy and your passion into this one quest, to serve. You will be richly rewarded.
I look forward to hearing from you on how you are making a difference in the communities where you serve. If you would like to share your story with me please email me at
