HOW TO BUILD RELATIONSHIPS
I recently spoke with a representative from one of our mortgage banks. He told me that before joining the bank, he had spent 17 years as a mortgage broker—just like us. When I asked why he left the business, his answer surprised me: he said he couldn’t stand working with real estate agents.
I’ve heard this sentiment before, but I see it very differently.
I value working with real estate agents. First, they are an important source of referrals. More importantly, I see them as partners. We share the same goal—helping our clients achieve their dreams.
Good agents work incredibly hard. They find the right property, guide the client through the process, and stay committed all the way to closing. Of course, not everyone operates at that level. And yes, agents can be anxious about timelines—but that’s understandable. There’s a lot at stake.
From my perspective, success in this business comes down to communication and relationships.
I prefer real conversations—face-to-face or voice-to-voice. Recently, someone ,who works for the major bank, told me their bank only communicates in writing—emails. That may be efficient, but it’s not how you build trust.
Relationships are built through human connection.
When you take the time to understand people, when you find common ground, when you genuinely care—you create something stronger than just a transaction.
Every deal I’m working on right now requires problem-solving, patience, and collaboration. You can’t do that effectively without strong relationships—with clients and with real estate agents. That personal touch still matters. In fact, it matters more than ever.
If you ever want to talk, ask a question, or just connect, just give me a call at (415) 225-7920.
Manny Kagan,
President,
Pacific Bay Financial Corporation
Your professional mortgage broker since 1983
