Written By: Karen Deis
I know what you might be saying to yourself – I’m not going to read this story because I know that no one is better or worse—men and women are just different!
While you think that I might be biased (because I am a woman), based on the analysis by two top Gender Study Researchers, Michael Gurian and Barbara Annis, my 28 years in the mortgage business and 8 years training loan officers, I would like to share what I have observed within the lending business.
So, how do these differences manifest themselves in the mortgage industry? This article will point out the differences between negotiating skills, communication, emotional traits, competitiveness and memory.
Let's Start with Memory
Women and men remember things differently when it comes to the loan transaction. Men will remember the financial details more easily— women will remember emotional details – why the client bought the home they did; what issues caused their credit scores to go down; if one of their children will be going to college within the next few years. In fact, Gurian says that both men and women will remember that they have read this story—but women will remember exactly which publication they read it in and are more likely to find it again.
Conclusion? That’s why a database is so important – it’s your memory!
Next - Negotiation Skills
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