| When people have the approval in their possession, | | | | importantly that they are ready for this purchase. |
| the approval for a home loan, common sense and | | | | Buying a home is not like buying a car |
| practicality can often slip right out the window. Some | | | | While buying a car is a major purchase for many |
| people hold their collective breath waiting for word, | | | | families, especially if they are looking at the high end |
| others wonder what they will be approved for, and still | | | | SUVs or luxury automobiles, it shares some of the |
| others wonder about the rates, points, and other | | | | same traits and characteristics of buying a home, but |
| factors related to mortgages. Even though someone | | | | on a much smaller scale. If you have ever purchased |
| has been approved for a loan, it doesn't always mean | | | | a car -maybe you have to trek back in your memories |
| that they are ready to buy a home. | | | | all the way back to your youth for this one- you have |
| Why you should be looking out for your client's best | | | | certainly met with some 'pushy', driven and motivated |
| interest | | | | salesman or saleswomen. |
| We are in the business of making money. Selling | | | | The deal sounds almost too good to be true and if the |
| homes, finding loans, and all of the other aspects that | | | | potential buyer is pressed and told that they have to |
| go along with home purchasing is what we do. It | | | | act now, then they might jump on the opportunity |
| doesn't make fiscal economic sense in the short-term | | | | before really letting the decision sink in. Buying a home |
| to try and make sure that these clients are actually | | | | for some can be a very similar situation. They may |
| ready to buy a home. After all, these are adults who | | | | find a home that they like, but not necessarily love, and |
| are fully responsible for their own behaviors and | | | | their family or friends or agent could be pressuring |
| actions, right? | | | | them to close the deal now because it won't last. They |
| Right. But we are custodians of the industry. We are | | | | may have been persuaded that this is the best house |
| the gatekeepers, the ones that are hired, and paid, to | | | | or location or deal that they're going to get and are |
| look out for the little person, the one who can't always | | | | simply going with the flow, so to speak. |
| protect themselves against outside forces or worse | | | | When they come into your office, talk to you on the |
| -against their own destructive behavior. | | | | phone, or through email, asking a simple question or |
| All it takes is a few simple questions | | | | two can open up a dialogue. People who are troubled |
| If you have spent any amount of time in the real | | | | with their decision will latch onto any opportunity to |
| estate business, you have undoubtedly talked with or | | | | speak with you and, odds favoring them moving |
| heard about at least one -and probably quite a few | | | | forward with their decision to buy now, they will feel |
| more than one- agents who pushed for the sale even | | | | better about the decision in the end. |
| when their clients weren't completely thrilled, in love | | | | What's in it for you? |
| with, or ready to buy. Real estate agents can | | | | You may ask what's in it for you and the answer is |
| sometimes forget what they are hired to do, which is | | | | simple, and intricate at the same time. You get a sense |
| help their clients find the right home at the right price | | | | of peace and satisfaction knowing you're looking out |
| without the salesmanship pitches and pushing. | | | | for your clients and they will feel that someone, at |
| Loan officers and mortgage lenders and brokers are | | | | least, through the entire process cared about their |
| down the line from the agents. These are the people | | | | welfare. |
| responsible to making sure that the entire deal works | | | | If you think they won't tell their family and friends about |
| out for the client and to get them the best deal | | | | you and your compassion, think again. Word of mouth |
| possible. But it doesn't have to be like that. All it takes is | | | | is some of the most powerful marketing techniques |
| a few questions on any one of these individual's part | | | | we have at our disposal and any time we can create |
| to help the client ensure that they are getting the home | | | | positive buzz, we should take it. |
| that they want, at the price they want, and most | | | | |