Human Nature?

My new mortgage venture seems to have hit the buffers a little. As direct selling is not something I have been involved in before, I am somewhat surprised at the way in which some clients, or potential clients respond.

For example, it is quite common for me to do a presentation of the quotation at the second meeting and the clients often make the right noises about being impressed or at least interested in what our company has to offer. In this day and age, it is not suprising that they then require a little time to consider it, although some do sign up straight away. Many I am sure also already have another quotation or are going to seek one which is fair enough when you are talking about such big figures.

However, what disappoints and frustrates me is that it is often left that they will contact me either way in a few days. In most cases this simply never happens and I have to try to contact them again. They often seem to avoid this happening because they have decided not to go with our quotation and for some reason are reluctant, unwilling or just incapable of telling me of their decision. Why??

If I had said I would get back to them with a quotation on a certain day then I would not expect to do business with them as I had not complied with my promise. One rule for providers and another for customers?

So why do several clients feel that they need not give you their decision and are therefore happy to keep me hanging on waiting for their verdict.

I have always gone through life trying to deal with other people in the way I would like them to deal with me. Therefore, if I undertake to do something then I try to make sure I do it on time and to a good standard. Is it therefore unreasonable for me to expect clients to come back to me within a reasonable space of time to give me their decision, be that positive or negative?

Or is this just setting too much store in human nature, whatever that is?

Answers on a postcard please to......

Chance Remarks

I got to thinking the other day how often chance remarks can impact of your life and the related opportunities and activities that present themselves.

As an example, and what really got me thinking about this topic, many years ago I was asked if I could score a cricket match that may son was playing in. I used to play for the same club but through injury could no longer do so. Instead, I used to go and watch his efforts as most parents would you would hope. I agreed to have a go at scoring although I had never seen a scorebook in my life and had only a basic understanding of the method and symbols used along with the Laws of Cricket and how they relate to scoring a match.

Anyway, I scored the game and everyone seemed happy with my efforts (perhaps that was mainly because no-one else wanted to score) and I carried on doing so for the next few months, really quite enjoying the task as I found it to be both relaxing and an excellent way of being involved with the Club and my son's cricketing career.

Then one day, and this is the main point of this tale, someone said to me - "Did you know that you can do exams in cricket scoring and get a qualification?"

Well, two reactions: 1) No I did not and 2) I thought he was joking.

But it turns out that you can do a course in Cricket Scoring which if you then successfully pass a written exam and prove that you have scored competently at so many matches, entitles you to score at fairly high levels within the game of Cricket. So I thought "why not", gave it a go, passed the exam and qualified as a scorer.

Well, since then I have scored at international level for teams such as Sri Lanka and New Zealand and last Sunday was given the opportunity to score a match at JP Getty's estate which has it's own lovely cricket ground. All because I became a qualified cricket scorer.

So, all because of a chance remark about 15 years ago, I undertook training in something I didn't realise you could be trained in and since then have been offered and taken opportunities to score at a very high level in cricket. This has led me to meet some interesting and famous people along with visiting some lovely cricket grounds.

Thanks therefore go to Mr B for his chance remark - funny old world isn't it.

Progress Report

As it has been some time since I have last updated readers on my latest venture, I thought I should make an attempt to give you at least a flavor of what has been happening over the past few weeks.

This new business involves me selling mortgages on behalf of a local mortgage broker. We deal mainly with re-mortgages and also offer a scheme whereby most clients can realise significant savings in interest or length of mortgage or indeed both. It might be thought that it would be a difficult financial climate at present for such activities and that is true to a great extent. However, as we deal with re-mortgages and people are now often looking to stay where they are because of the issues and financial implications of moving house, and in addition seeking to consolidate debts, it is potentially a good time to offer such a service. Indeed, the Broker in question has recently taken on five other people to do what I am doing so things are not all that bad.

The main issue is getting what is known as the 1st appointment. These leads are normally obtained via the internet and although the people involved are obviously ?? looking to re-mortgage, when you get to speak to them they often give a variety of reasons why they don't want to do so just yet and therefore don't want/ need to see anyone. In addition, it is not unusual for appointments to be made and cancelled nearer the time. I believe that the reason for such indecision and cancellations is that some people are often burying their heads in the sand and hoping that their financial circumstances will either improve or indeed go away. The frustrating thing is that normally when you get to see such people, they can be helped and their finances improved significantly.

I have now seen serveral clients and closed my first deal about two weeks ago so this re-mortgage is currently going through the due processes. The agent such as myself, along with the Broker, does not of course get paid until everything has been completed so it can be about 4 weeks since I last saw the client that I see the reward for my efforts but that is not too bad. I had another positive meeting on Friday night and am hopeful that they will sign and have a new 1st appointment tonight and a 2nd apointment this Thursday which I am also hopeful about. In addition, I have several leads pending decisions from the clients or further actions from myself.

If, after a few months this business really takes off and I am enjoying this new challenge, I will undertake formal training with a view to becoming a fully qualified mortgage adviser. But it is early days yet and I am currently learing about how to deal with some of the frustrations and rejections that such a job brings and overall I am very much enjoying the new challenge.

I hope to bring you further positive new over the coming days and weeks, but in the meantime if you know anyone who is looking to re-mortgage, you know where to come.....

Have a good week and I look forward to receiving your comments and observations.