Answering the Question, “Why should I work with you?”

“Mrs. Jones, the reality of it is, is that I have an unfair competitive advantage over my competition. I figured out a long time ago that if I was going to do business in the way that all of my competitors do business, I wasn’t going to be able to separate myself and add value to people like yourself in a way that I’d like to. 

The reality of it is, is that I only do so many things really well. I’m a student of the financial markets, I know how to educate people on financial decisions, I understand underwriting guidelines, and I’m very, very good at explaining difficult and complex financial structures. 

I also realize that there are certain things that I’m not very good at. I’m not the most patient person in the world. I’m not real good at the paperwork that’s required to do a loan. And I decided that what I was going to do was build a team of all-stars around me, people who are exceptional in those other areas that I wasn’t as good at. 

Most people that do what I do for a living are trying to be the jack of all trades like I was when I first started, and they’re the master of only a few. So when I say I have an unfair competitive advantage, what I mean is this. I’ve assembled a team of all-stars around me. People like Mary Johnson, my loan processor, who’s been a processor for 20 years, and Elise Johns, who used to be an underwriter, who is my transaction coordinator. 

People like that, that I can give those challenging and important tasks that I’m not exceptional at. So the reason that you would want to work with me is because I have this team of people that excels in these areas that I don’t excel at. So when you work with me, you’re working with my entire team, and you’re working within a system that we’ve designed called the Perfect Loan Process.”