After another strong week of activity, I wanted to share a few observations with you. First and foremost, please keep connected to your pre-approvals. Your failure to keep connected is like giving them permission to go to someone else! If you aren’t showing an interest in their search, you are likely losing your grasp on their transaction. So please; give your people a call at least every two weeks to ask how the search is going. Be supportive and optimistic. In many parts of the country low inventory of listed homes are making multiple offers more common, and your client may become frustrated. Now is the time for empathy. Encourage them and share possible strategies to help them, and their agent, find that next home.
Next, please mind your pipeline! It’s not anyone else’s problem but yours to manage! I don’t care if you have an assistant or a processor. It’s YOUR responsibility to make sure things are on schedule and making this a great experience for your client and referral partners! After all, this is how you earn future referrals, by setting proper expectations, timelines, and executing your plan! This is what you have to own. You can certainly delegate, but you can’t abdicate! You are the face of the transaction. Nobody cares if your assistant, your processor, your underwriter, your whoever made a mistake or forgot to do something! It’s YOUR transaction and YOUR reputation! So keep connected to your pipeline and your file flow! It takes only a few minutes a day, and it’s well worth it!
I know the “dog days of summer” are upon us! I know everyone is on vacation. Yes, I agree that nobody buys houses in the summer. Of course, there isn’t any inventory to sell! NOT TRUE! There are plenty of transactions to get in front of. There are plenty of people who are working or looking for a new home to buy or one to sell! And there are plenty of people who would list their homes for sale if they knew what they could get if they just sold their current home!
Work with your Realtors® using “The Forever Home Strategy®”. Get out there and talk to the people in the market who already own the homes you would like to be available to your clients. Share with them the information on how much home they can get for the same or slightly higher payment! Remember, they likely have been out of the market for a while. They might have a current payment based on a smaller loan amount but a much higher interest rate! The next step up for them may very well be about the same monthly payment!
So please remember to keep connected, do the work, and use your tools! There is no reason to take your foot off the gas right now! In fact, I think now is an excellent time to stomp the pedal to the floor and air it all out! There are plenty of transactions to get in front of right now! Just use the tools and follow your plan!