Is your mortgage lender acting like a tour guide or a travel agent?

Are you being pointed in the right direction, or no direction, and then left to your own devices to figure out what you want and should do? Or, is your lender treating you like an experienced tour guide who will carefully walk you through the mortgage journey. Read on to determine if you are working with a tour guide or a travel agent.

Let’s imagine that you heading to a foreign country called “Pluimenia.” A country that is world famous for its spectacular natural wonders. Pluimenia, as beautiful as it is, is strikingly different from America in a number of ways.

For example, Pluimenians’ greeting is different. In our country a handshake is the customary greeting between strangers. In Pluimenia, if you greet a stranger with a handshake, you are saying that you find them offensive and wish to challenge them to a duel to the death. Their greeting is to put both hands on each side of the stranger’s head and kiss him on the forehead.

Their language is a major difference. No one in Pluimenia speaks English. In fact, their language is considered by most linguists as the most complex and difficult language in the world to understand and speak. Even if you could get a dictionary of the language, you would find it nearly impossible to say the words because the language requires you to articulate sounds that you have never learned to make.

Then there is Pluimenia’s economic system. In America, we have been taught to negotiate in order to get the best price. In Pluimenia, sellers set prices too low. The buyer is expected, as a show of generosity and kindness, to negotiate the price up to ensure that the seller will make enough money to stay in business. To try to negotiate the price down, or to not negotiate the price up, would be the ultimate insult and violation of business ethics. You could alienate yourself from the business community overnight. The country is very small, and word of your offense would spread quickly. In a very short time, you would not be welcomed in any business establishment, including restaurants and inns.

There are also hundreds of other cultural differences. And, as you can see, to not know them in advance could prove to be disastrous, if not fatal.

Now, let me ask, “Would you recommend that you use a travel agent or a tour guide for your trip?” A travel agent will buy your airline tickets, make your reservations at the appropriate inns, get your reservation for a car rental, and possibly furnish a road map of the country with some of the best sights noted.

A tour guide, on the other hand, would go with you on the trip as a personal escort. He may or may not be the one who buys the airline tickets, makes inn and car reservations, but he will be right by your side during the entire trip as your personal guide.

The tour guide has been to Pluimenia many times. He speaks fluent Pluimenia and intimately knows all their unusual cultural differences. He will also be able to show the family all the sights and experiences that uninitiated tourists will never see or find, because only the locals and seasoned tour guides know about these incredible sights and adventures.

Let me identify Pluimenia for you. It is the world of mortgage banking. And let me ask you, “Do you want to be served by a travel agent or a tour guide as you consider visiting Pluimenia?”

Is your loan officer pointing you in a direction and then leaving you to your own devices to figure out what you want and should do? Or, is your loan officer an experienced tour guide who will carefully and strategically walk you through every detail and option that makes sense for your financial and life goals?

If you want to work with a tour guide, make sure your Loan Officer has learned the language, the customs, understanding of the terrain, and is passionate about understanding what you want to experience in Pluimenia and combining it with both this enchanted country and its people.

Then and only then can he be an effective tour guide taking you and your family on an exploration of Pluimenia that will transform your lives forever.

The author, Bradley K. Dale, is both a mortgage strategist with Cherry Creek Mortgage and the President of Life Tools, Inc., an executive coaching company that specializes in helping individuals discover and build their legacy. Mr. Dale may be reached via email at bradd@ccmcmn.com.