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Reaching for the Truth...Not Your Wallet!
"A good salesperson can sell anything to anyone but, that doesn't make it right...and I believe, when it comes to mortgages, sometimes it's even criminal."
"Just look at the sub-prime and exotic adjustable mortgage markets" - Mary Jo Lachica, CMPS
There's no end to the irritating things some companies and people in the mortgage industry will do to trick, trap or bamboozle homeowners and homebuyers into using their services in order to earn a commission.
Fake/Undeliverable Rates – 1% Interest Rates or “Cut Your Payments in Half” (a misrepresentation of the Option ARM), rate quotes based on 7-day rate locks which is just one of the mortgage industry’s versions of the classic “Bait & Switch”, Outright False Rates (see our Bankrate.com article)…all these tactics erode trust in our industry.
Fake Scarcity/Exclusivity – “...but you MUST apply right now in order to get this loan program” or “You have been selected for an exclusive interest rate reduction program.” (Translation: You’re next on our list of people to harass into refinancing) or one of our personal favorites “…This property qualifies for the Economic Advantage Effective Interest Rate Reduction Program.”
Fake/Disguised Language - Correspondence that refers to “renegotiating” or “restructuring” is a disguise for a refinance solicitation.
Pushing the Speed Factor – All those ads from companies touting the fact they can “Close your home loan in 7 days” have only one goal in mind…in the industry it’s referred to as “getting the loan off the street” which simply means getting you wrangled in and committed to closing the loan with them…regardless of whether it’s the right loan for you and your family and regardless of whether you should even get a new loan in the first place!
“3 Months (or more) With No Payments” – This has actually been referred to in mortgage sales training circles as “The Miracle Close”. (Not to be confused with our proprietary Not-A-MortgageTM Program)
And the list goes on…just ask around within your circle of family, friends and associates. In fact, you probably have some horror stories of your own. These and all the others are especially disgusting because unscrupulous loan officers use them on homeowners without ever fully explaining the true financial impact their decisions will have.
If you're sick and tired of slimy, deceptive sales tactics…if you wonder if it's possible to have an honest, open & meaningful conversation about your financing needs and goals with a true expert in the field who is willing to listen, ask the right questions and then give objective advice, without you having to worry about being manipulated by “Closing Techniques” then…
Mary Jo and her MoneyNavigation Team will be like a huge breath of fresh air.
“Expert Consultation” versus “Closing Techniques”
Every client and prospective client hears the same explanation of what it's like to work with Mary Jo...“I'm reaching for the truth about your current financial circumstances and our capacity to help…I'm not reaching for your wallet.”
For the majority of Americans their home is their largest asset and their home mortgage is the largest debt they will ever have to manage…if your main concern when considering changes to such a vitally important part of your family’s financial portfolio, including the ramifications it can have on your long and short term wealth building financial goals, is…“What's the fastest, cheapest way to get this over with?”…you’ve come to the wrong place.
Don't get us wrong, we offer very competitive rates, fees & turn times and...
Mary Jo takes her obligation and oath (CMPS Code of Ethics) very seriously. She's dedicated to analyzing a client’s circumstances and recommending the most appropriate course of action, which in some cases may include not taking action at this time.
In the medical field they use the phrase “prescription without diagnosis is malpractice”...and Mary Jo absolutely will not commit mortgage malpractice.
The “Melt-Down” in the Sub-prime market and rising concerns about "exotic" mortgages are perfect examples of mortgage malpractice. The devastating outcomes currently being witnessed are often the result of irresponsible and inappropriate analysis & advice regarding these powerful yet often misunderstood and misused financial tools.
Mary Jo explains it this way:
“A loan officer who relies on a bag of manipulative sales tricks and closing techniques to try to make sales is basically treating potential clients like a ‘thing’…an object with buttons they try to push and whose concerns (objections) they need to overcome in order to get the sale…it’s not about the homeowner’s best interests, it’s about the loan officer’s.”
“The problem with technique-based selling and manipulation is that every time anyone compromises the truth to make a sale, it erodes trust. With thousands of lenders, lead-generation companies, loan officers & websites using sleight-of-hand to make a quick buck, literally millions of homeowners are falling victim of these techniques.”
In contrast to the slimy tactics approach, Mary Jo draws on over 15 years of Mortgage Lending, Real Estate Sales & Real Estate Appraisal experience in her consultative approach to helping her clients reach their long and short term financial goals.
She specializes in transforming a simple mortgage loan into a life-changing early retirement plan by providing the most detailed and forwarding thinking loan strategies and analysis available in the industry today. She shows clients how to use their home and mortgage as a powerful tool in achieving financial freedom and security, not just a place to live.
With her “Clients for life” philosophy, Mary Jo prides herself on being a proactive problem-solver. And is proud to be one of the few mortgage brokers in the nation to have earned the Certified Mortgage Planning Specialist (CMPS) designation. Less than one quarter of one percent of mortgage professionals today have taken the steps necessary to obtain the CMPS title.
She's a recognized expert in mortgage finance and real estate valuation. She has personally handled and consulted in hundreds of millions of dollars in mortgage financing. A prolific author, M.J. has written and published dozens of consumer articles.
She helps clients prevent "hidden wealth transfers" and assists clients in converting liabilities into assets by teaching them ways to use their house and mortgage as tools for protecting current wealth and creating new future wealth.
M.J.'s extensive knowledge of mortgage finance and her down to earth personality lends itself to a fun, yet educational conversation style, and she never fails to share inside tips and helpful ideas that homeowners can gain immediate benefit from.
M.J. Lachica's work & knowledge have been praised by both homeowners and professionals. Mortgage finance affects nearly every current and aspiring homeowner in our society. Hardly anyone has done everything they can do to reduce and or recapture the hidden wealth transfers buried in their finances. M.J.'s ability to tackle such volatile subjects makes her an ideal homeowner advocate and resource.
Click Here to begin working with Mary Jo!
California State Broker’s License #01186922
In Strategic Alliance with Clarion Mortgage Capital
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