Forward Thinking - The tale about Greg and Anne

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Being the Best:
By Jen Harwood, International Business Speaker and Author

How do the best mortgage brokers become the best? What is it that has them write more, earn more and have a constant flood of referrals? Is it the flash car, house or toys they own? Is it the great staff they have? Is it their circle of friends and connections or is it the location they are in? Mmm, maybe... in my experience, success and results come from who you are being. Let me explain with a true story about my client Anne and her mortgage broker Greg.
Greg met with Anne to discuss the possibility of Anne buying her own home. They sat at a large beautiful table in her rented house. It was the table Anne had received from the settlement of her very amicable, yet sad divorce two years prior. During their conversation, Anne revealed to Greg that she had spent all the money from the divorce settlement and was now in debt with five maxed out credit cards to the tune of $50,000.
Greg had two choices at this point. He could have said: “Sorry, I’ve only got time for people who are in a position to get a loan.” He didn’t, instead Greg listened carefully to her and realised that Anne really wanted to change her position and buy a home for herself. Greg chose in that moment to invest in Anne’s vision and said to her: “Give me all your credit cards”. She did and he took all her cards, put them in a plastic container, filled it with water and put it in the freezer. “From now on”, he said sternly, “your line of credit is frozen and you are not allowed to spend money on anything except essentials and pay off debt.”
Over the next two years, Anne worked hard to lower her debt and Greg called her every once in a while by car phone between appointments for about five minutes to see how she was going. He even sent Anne a Christmas card one year. Greg’s card was not the usual company card, mass signed by everyone in the office with no personal comment. Greg’s card had only two words on it and they were… “Keep Going!” He didn’t realise it at the time but those words were the confidence boost she needed to believe in herself and not give up. That simple little card cemented the loyalty and trust Anne would have to Greg for the rest of her life.
Two more years passed and Anne was out of debt and in a position to buy her own home. There were a number of brokers ready to assist her; however, the ONLY person Anne would do business with was Greg. He had been there at the start, had built their relationship and demonstrated with the few phone calls, a Christmas card and a couple of coffee meetings that he wanted her dream to come true. It was not “just another” transaction for him. Anne bought her house and Greg came to see it and celebrate with her family and friends. Now, Anne promotes Greg all the time and makes introductions to her contacts about the “The Best Broker in the World”.
Do you look at people as transactions or a long term relationship? Are you focusing on THEIR visions, dreams and hopes or are you just cashing in on YOUR current needs and desires? The best become the best by being unconditional, committed relationship builders. Relationships and people all have their rocky times, the people who can see the long term and stand strong when it’s rocky become the very best.

E: jen@jenharwood.com W: www.jenharwood.com