Are all Bankers the same?

In my 11 years at the bank, I still easily recall training lenders who no matter how you explained it, could not grasp some of the simple concepts.   Then there were the ones I trained who were like a sponge, and absorbed everything I threw at them regardless of the pace. 

I see evidence of bad bankers all the time when I review the liabilities of a client.  When I see credit scores of 734 and an interest rate that is indicative of a high risk lender I shake my head and wonder.  Selling is helping is not always the case when the interest rate is not competitive.   I think this is partly caused by the promotion mentality.  The lender wants get enough experience to be rounded out enough to become a Branch Manager, or Regional Manager where the pay is more rewarding.  The promotion mentality which has high turn over in these roles is counter productive to keeping a client for life and building that relationship.  When I go to the branch where I do my banking, I have seen a new person in that role at least twice a year.   Where did they go?   Why did they leave me and give me this separation anxiety?

As a Calgary Mortgage Broker I am not aspiring to become a Branch Manager, nor looking for career progression.  I know the more clients I make happy, the greater my chances of creating super-fans are.  These super-fans will wear my colours and scream and shout to tell other people about the most excellent customer service ever, all while sporting my face on the back of their cape.    They know I will not be leaving, rather creating repeat business by being there for them for years to come.  Its all part of my value.

Don't get me wrong I am sure there are bad brokers as well.  Bad customer service maybe, bad attitude, check, and I have met many part time mortgage planners that have other full time jobs.   Do these people have the time to stay up to speed, and be masters at what they are doing?   We are talking about peoples money here after all.  Would you not want someone who dedicated their entire attention to the field?   Mastery takes 10 years of full time effort at the very least to accomplish, which is close to 10,000 hours of dedication. Its took Albert Einstein 9 years of thought experiments in his patent office to get to a level where he came up with Relativity.   How long would it take if you were only part time at something?

That is why my team I work with have all been in the industry for well in excess of 10 years and do this full time.  Which means that if I need a sounding board, or help with anything I know my team has my back.

The simple fact is we all have different views, different objectives, different ways of dealing with clients.   Every client has a certain way they want to be treated.  Some like a no nonsense approach, while some love to have a laugh along the way, which I am told I am more than capable of providing.

Adapting to my clients needs is one of the fun aspects of my job, and is second only to the smile caused by a closed deal and seeing the clients eyes light up when they know they about to get their keys to their new home.

Have you met a bad banker?

Have you met a bad broker?

What questions did you use to make sure they were up to your standards?  Tell me the story below!!!!