I love my business. I really do! It really gives me pleasure working with my clients because it gives me a special feeling knowing I am helping people get a piece of the American dream by owning their own home. And by doing so, I can make a good living. How many people can say the more people they help, the more money they make?

But there are times when I have to say no to more business. No, I haven't lost my mind. Sometimes, saying "no" is the best business decision one can make. You see, because I like helping people, I feel its my duty to point out when a decision they want me to participate in would be harmful to them and their family. That is when I must become more than a salesman. I must become an advisor.

For example, a seller wants to sell a property, which has certain defects, yet doesn't want to disclose those defects to the buyer. I explain why it is in his best interest to disclose the items. The seller feels disclosing the defects could affect the selling price of the home, and it could. And that is all the more reason to disclose them. And in California, the rule is you MUST disclose all known material facts. Period. I walk away because the seller is adamant about not disclosing and I tell him I wont go along with that decision. You see, I also have a legal duty to disclose. It would have been a healthy fee, but it just wasn't worth it to me to violate the law or my ethics!

Another example is when a potential client gets hooked up with an unscrupulous lender because he saw an advertisement about some "fantastic" loan program that no one else has with the lowest interest rate known to mankind. Again, as an advisor, you must explain how these experiences can turn into nightmares. I have seen buyers sit down to sign loan documents and find that almost nothing is as it was represented. Or worse, they do close escrow and discover that fantastic loan program crushes their dreams of homeownership.

Unfortunately, some folks just have it in their minds that they can and will do what they want, no matter what the very real consequences are. And, there is a hungry and not-so-honest competitor all to willing to spew out what they want to hear. Later, these unsuspecting people get their lives changed forever when they find out the rosy picture that was painted for them is not so rosy after all. This saddens me, not only for them but also for my industry because it affects us all.

If I could get just one point across it would be this--

When someone is honest enough to share words of warning with you, even though it may lose them business (and income!), stop for a moment and think "Why would they say that?" The answer could save you a lot of grief...and perhaps a lot of money, too!