The big social deals when I was in high school were the Proms, like the Junior Prom and Senior Prom. We guys rented tuxedos and the gals got fancy dresses in what is now known as the Crinoline era. Some of my classmates had already "paired up" but for the rest of us, it was a time of great uncertainty and anxiety.
You didn't know exactly whom to ask and you feared rejection if the girl you asked were to say, "No." If you got, "I already accepted an invitation from someone else," at least it let you down gracefully. I think that it was worse for the gals because we guys at least had the ball in our court. I suppose they look at the possibility that no one would ask them. I honestly don't remember if we had a procedure for classmates without a date.
From the gals' standpoint, there was always the fear that they might accept an invitation from someone who was not their first choice and then a "preferred" guy would ask them later and they would have to decline. That was a timing thing everyone worried about.
What does this have to do with the mortgage business?
It's about loyalty. It is hard for some borrowers to make up their minds whom to do business with. That's OK up to a point. Everyone ought to have the right to check out the market and see what's out there. But there comes a point where the borrower has to decide about the combination of assistance with problems, other aspects of service, and the rate, which usually isn't even known ahead of time. Once that choice is made, the borrower owes his lender his loyalty.
What is a NO-NO is to tell one lender you are going to use them and then keep the door open to other lenders. To me it's like a gal accepting an invitation from one guy and then calling him up a week later saying, "Sorry, I'm not going to the Prom with you. I got a better offer." That was uncouth in high school and it's no better in business.
The lender who was initially chosen has a lot of work to do on behalf of his client. Every day there is more. Indeed, there may have been a lot of energy expended in counseling even before the transaction. That help was free in anticipation that the borrower would be loyal to them. You don't get advice from one place and then buy at another. A friend with a camera store fears spending an hour with a buyer who leaves the store without buying and then uses the knowledge he received to buy the camera on the Internet, saving $10.
Competing lenders don't have to do any work. It isn't even their deal. But they know that once the deal is underway, there is no promise of "better service" that will make the slightest impression on the borrower. They may not even know if they can approve the deal. They know that they only thing that will "get to" the borrower is an offer of a lower price, whether the offer is true or not.
They also know if they quote real market rates, it won't be appealing because the borrower can get that from his chosen lender. So they lie about the rates, dangling a bright, shiny lure to entice him away. A loyal borrower won't listen to that offer because his decision has already been made.
So do your research carefully and when you choose your lender, stick with it. You'll get a better deal in the end dealing with a truth-teller and you'll sleep better with a clear conscience.
Randy Johnson – Author of How to Save Thousands of Dollars on your Home Mortgage and Savvy Borrower
articles. Randy is a mortgage broker who has financed over $1 billion
in properties. He writes about home buying and real estate finance
topics for CreditBloggers.com.