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Hal M. writes, “Monday is a holiday. The observance reminded me of the small Italian parade we had in Maine on Columbus Day. All the marchers were under 5 foot 4.” Bah dah bum. Clients come in all shapes and sizes. An experienced loan originator will tell you, “Never tell a client about a problem until you’ve solved it.” An originator will also, when talking to a client, show them that their timing matters more than market timing. Put another way, home price appreciation is earned by buying a place and holding it, rather than timing the purchase based on interest rates. Roughly speaking, there are 4.8 million real estate sales in a given year, and 3.6 million of them will have a loan. Figure about 1.3 million refinances, which gives us a total of about 4.9 million mortgage transactions. These include debt consolidation refinances, moving out of 3 percent loans but paying off 30 percent credit card debt with a 7.5 percent loan. Originators are telling

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