Running a mortgage company means one thing: being personally connected to my clients. Why? Getting to know clients and potential clients in person means that I am able to forge relationships with people and truly help them to put the pieces of their financial puzzle together. Sitting at someone's kitchen table, learning about their passions and hobbies, hopes and fears is part of the reason why, with the housing market the way it is and mortgage companies melting down before our very eyes, my customers still call me.

When I sit with people there are five things I like to do in every engagement to establish my credibility and really get them to open up about their needs:

1.) Show Concern

How? By listening. Did they grow up in affluence or economic uncertainty? Is their job secure or tenuous? Do they get paid the same amount monthly or earn more in a year-end bonus? Listening helps me to show others that I care and let's them know that they're getting more than a transaction.

2.) Show Skill

People want to feel that they've made the right choice; that they've got an expert in their corner. That's why its so important to stay knowledgeable of changing marketing conditions and laws.

3.) Dot the i's and Cross the t's

Mistakes happen, but many mistakes are unnecessary. In today's market mistakes can cause costly delays. Check and double check then check again.

4.) Show Consistency

Stay in contact in good times and bad; whether there's a deal or not. Staying power gives people confidence that you'll be around.

5.) Communicate Clearly

Oftentimes experts are the worst at sharing information. Remember that your clients aren't immersed in the Real Estate market. Study after study has proven that folks don't buy when they are confused. Using insider jargon may make you sound smart at the networking lunch but it won't help your client to make a decision.

When helping people to navigate their biggest financial liability its important to inspire confidence, now more than ever. Under promise and over deliver. Be the person you'd want in your corner. Take an hour out of your day to help build a relationship for life. You'll be rewarded in good markets and in bad.