Mortgage Matters

With every new challenge, there is always a new opportunity. For the last decade, the consumer has been given a plethora of options when shopping for their home financing. In fact, if an option did not exist for a borrower or a group of borrowers, then a new option was invented. The theory was, "If Wall Street will buy it then it must be fine." Instead of qualifying for a particular product, banks and mortgage companies (backed by Wall Street), felt obligated to find or even invent a product for the consumer. In the end, it was the demise of the industry.

With every good collapse or failure, an opportunity pounces to the forefront. Rather than seeking a product that a customer needs to fit, how about this noble thought, "Let’s find a solution that best serves the customer." Maybe the solution is to rent for another year until the necessary down payment is accumulated. Maybe the solution is to buy a lesser house, build some equity and then trade up in 3 to 5 years. I would argue that today’s consumer needs to be treated like a client rather than a customer. A customer is always right. For the past decade, the lending industry told their customers that they were always right. A client is not always right. A client is told the hard truth. Sometimes you have to tell a client something that they do not want to hear. Sometimes a client goes somewhere else. However, they will be back when they realize that you had their best interest at heart.

Not only was the customer thinking in the short term over the past decade but the industry was thinking short-term as well. What is in the best interest for your client in the long term? The consumer needs to ask themselves what is in their best interest for the long term as well. If the industry and the consumer slow down long enough to ask themselves those two questions, then the industry and the housing market will rebound. Our work force is being challenged to look-out for the clients and advise them properly. Someone has to make the first move and National Bank Of Kansas City is willing to take that first step.