Aug 21 • General discussion
🎣 Qualify the Person Before the Deal!
Why Their Thinking Matters More Than Their Documents
In loan consulting, we’re taught to qualify the deal — run the numbers, collect the documents, check the credit, verify the income.
But here’s the reality most consultants learn the hard way:
📌 You can have a borrower with perfect credit, strong financials, and a rock-solid property or business… and still watch the deal fall apart.
Why?
Because deals aren’t killed by spreadsheets — they’re killed by people’s decision-making habits, follow-through, and mindset.
🧠 Mindset and “Decision Energy” Matter First
Before you spend hours structuring, quoting, and pitching a loan, you need to qualify the person sitting across from you.
Ask yourself:
📌Do they answer calls and emails promptly?
📌Do they flinch when you ask direct financial questions?
📌Do they procrastinate on simple requests?
📌Are they decisive, or do they drag every decision out for weeks?
📌Do they respect the process, or constantly push for shortcuts?
A client’s decision energy — the speed, clarity, and commitment with which they move — is a more accurate predictor of deal success than their balance sheet.
🚫 The Risk of Skipping This Step
If you skip qualifying the person, here’s what happens:
✅ You burn hours chasing documents they’ll never send.
✅ You tie up your lender relationships with dead-end files.
✅ You waste pipeline space and mental energy on deals that won’t close.
Every week you hold onto a “perfect-on-paper” but unready client is a week you could be working with someone who’s ready to fund.
🔍 How to Vet Mindset Early
Step 1 – Start with a Low-Barrier Test
📍 Before requesting every document, ask for something simple — a PFS, a rent roll, or a bank statement.
📍 See how fast they respond and how clean the file is. Speed = interest. Delay = warning sign.
Step 2 – Ask Open-Ended Process Questions
📍 “What’s your timeline for funding?”
📍 “What’s your backup plan if this loan doesn’t go through?”
📍 “How quickly can you get me X?”
You’re listening less to their answers and more to their tone and confidence.
Step 3 – Watch for Ownership vs. Excuses
📍 Strong clients take ownership (“I’ll get that to you by Friday”).
📍 Weak clients deflect (“My accountant’s been slow…”).
Step 4 – Observe Their Follow-Up Energy
📍 High-energy decision-makers circle back without prompting.
📍 Low-energy prospects need constant chasing.
🤝 Why This Earns You Trust
When you filter out “unready” clients early, you can give more attention, more speed, and more value to the ones who are ready to act.
Those clients will feel the difference — and so will your lenders.
You’ll also protect your reputation as someone who brings serious, fundable borrowers to the table, not just warm leads.
🚀 Bottom Line
Qualifying the person before the deal isn’t just about saving time — it’s about protecting your energy and building a business full of decisive, reliable clients.
Documents can be fixed. Credit scores can be improved.
But mindset and decision energy are much harder to change — and they’ll make or break your deal flow.
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🎣 Qualify the Person Before the Deal!
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