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When you need to disclose the lender to the client.When you have provided a loan quote that the client is willing to accept.Suggestions on when are the best time to execute a fee agreement: This takes experience and the ability to sense the opportune time to request executing the fee agreement without risking the transaction. When it appears like manipulation on your part by withholding information unless they comply with signing your fee agreement.Īt some point, you have to stop and evaluate the strength of the relationship you’ve established, the value-added so far and interpret your client’s perception of your ability to perform.In the first meeting with a client, when you have a long-term client relationship built on repeat business,.First, here are just a few suggestions when not to request a fee agreement: Certain times are better than others to ask the client to sign the fee agreement. When do I request a fee agreement be executed?īe sensitive to the timing when requesting your client execute a fee agreement. When you’ve gained the creditability, respect, and confidence you deserve from your client, you are ready to execute the fee agreement. However, the timing in executing a fee agreement is important to retain the client and close the loan. We live in a litigious society, and contracts are necessary. It would be best if you relied on the strength of your client’s relationship rather than a binding written agreement to ensure compensation from your transaction. On the other hand, if your transaction is significant in size, it may be worth pursuing a client upon default however, it usually ends up costing you more in the long run than it was worth. If you’ve executed a fee agreement with a client for a small loan, the reality of you enforcing the contract upon default is rare due to the cost involved.
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If a client wants to go around you, they will. The written fee agreement is a psychological tool to enforce a client’s verbal commitment to pay a mortgage brokerage fee. However, this is the exception to the rule. When you have a strong relationship with a client, have done numerous deals with them, and rely on the client’s verbal commitment, you don’t necessarily need a fee agreement other than getting paid through escrow. However, in the real world, you need a fee agreement to perfect your interest in the brokerage relationship and get paid for the transaction. In an ideal world, you should have clients with such loyalty that you don’t need a contract to collect a fee. Is there real value in a Brokerage Fee Agreement? (if you haven’t read Part I to the The Art of Retaining Your Client: A Mortgage Broker’s Ongoing Challenge click here)
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