WHY GREAT SALES GUYS FINISH THE REALTORS JOB!- By Christine Beckwith Vice President Sales- AnnieMac Home Mortgage
Christine Beckwith
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‘Taking Control of Home Sales’- By Christine Beckwith - Vice President Sales AnnieMac Home Mortgage
5 Reasons Some Mortgage Loan Originators Get the Job Done:
1. They start by explaining the home buying process to the potential borrower including why they should stay with one realtor.
Many buyers do not understand that the same realtor can help them with the home they found in the grocery store flyer or the one they drove by on the way to their friends house. Yes those ads and For Sale signs may have a different realtor name on it but when you find and stick with one realtor, they are going to be working harder for you. Great MLO’s explain this and tie their client down to their realtor partner. Both the Realtor and the MLO are less likely to lose the sale by doing this!
2. Great MLO’s are going to explain why all home inspections have a laundry list of broken things.
Just like when you go annually to get your car inspected and they tell you it's time for new tires and brakes, homes have wear and tear. Every Home Inspection (not to be confused of course with the Appraisal of the homes value) will thoroughly inspect the homes operating systems, the structure and of course the integrity of other things like the foundation and roof, to name a few. There is no question to the inexperienced reader and home owner the list that states the “life of the roof is 5 years” is alarming. How would a new home owner know if the roof were new it may only have a 10 year life? In which case the inspector statement of the 5 year life is not a bad statement but just a knowledge statement. The Mortgage Loan originator who takes the time to explain the home inspection process before it happens will greatly increase the chances of the deal staying together. Even realtors who explain this are not met with the same acceptance of this knowledge due to the belief by the buyer they have skin in the game to sell the property. This is a great thing for MLO’s to help Realtors do.
3. Value discussions are also important. Taking a borrower on a little history tour is good.
That walk down memory lane explaining home ownership value declined in the last decade will help all parties accept a value that may be less than expected, possibly. Telling both the sellers and buyers to be prepared for a possible renegotiation is key to salvaging a lot of otherwise emotionally riddled transactions. Mitigating this intersection without preparation is not for the faint hearted sales guy or gal. Preparation for this can be key.
4. Flexibility is key in buying.
When your borrower finds the perfect home it's key to be willing to accept the closing date offered by the seller, especially if you fall in love with the home. Don’t make demands as this is a seller market with supply and demand still an issue from the high rate of properties still tied up in foreclosures. An MLO would be wise to advise the borrower to be patient and flexible once they land on something they want.
5. Go with a trusted and experienced Mortgage Loan Originator.
Today it's even more important to get a market expert and with the Re-emergence of the market don’t fall victim to cyber companies who do not have a personal touch, will treat you like a number in a long line of transactions who you may never meet or shake the hand of. There are many things that evolve and yes technology has help us with many things like the collection of paperwork for instance however it's still vital to call on a real licensed and experienced Mortgage Loan Originator.
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AnnieMac Home Mortgage MLO featured as Top Lender in Florida at TOP AGENT MAGAZINE
7 年Value discussions are very important and are unfortunately a part of the business... I am closing a deal on Friday with a buyer who i prepared for this discussion at application that ended up paying $3k more than the appraised value because they loved the house so much. Along those lines but speaking of a different type of value, I actually speak with all my buyers about what they are looking for in a home as part of every application. I find the buyer, my agent and i all get value by me spending a few minutes getting to know the borrower more by what they are looking for and get excited with them about the purchase before we work on the needs assessment. It also allows me to give the agent a head start on organizing properties that fit before even meeting the buyers. To Point #5, being CMPS certified truly differentiates the order takers versus the cognitive thinkers/ problem solvers and has brought new light to the service I provide. Im amazed at how often clients speak of a large bank or cyber company that are filled with MLO’s that lack the knowledge base or creative strategies needed to handle non-vanilla paper. Great article once again!