Are you ahead or behind the market?

We are at the midpoint of February and already people are well ahead of their first quarter projections! Are you taking full advantage of these incredible opportunities?

Here are some really great numbers:

  • Mortgage rates are 1% or more lower than this time last year.
  • Purchase business is up more than 16% over last year.
  • Refinance business is up more than 200% over last year.
  • Equity levels are at all-time highs.
  • People can sell and move to a more expensive home for the same or slightly higher monthly payment.
  • First & last month’s rent and security deposit can help get into a new home; add in an income tax refund and you are on your way!
  • The possibility of lower rates and equity and eliminate MI as well as possible debt consolidation to further reduce monthly obligations!

With all of these opportunities, you should be setting personal production records!

How are you doing with the 50 refinance challenge? Will you get your 50 refinances closed by April 30th? Many in my group are using this challenge as a way to stretch personal expectations and reward themselves for the commitment to do what they once thought impossible!

If you’re not closing five to eight loans a month, or haven’t closed 25 units since last October, what is holding you back?

We are here to help you!

Questions or comments: Mike@IMTcoaching.com

What Size Pie; How Big Will Your Piece Be?

I have talked about the changes in mortgage lending and traditional real estate sales for a long time. The past five years I have tried to make those people engaged in these practices aware of how the entire industry has been moving much more toward a transactional basis from more of a relational basis. In fact, the entire “Crossroads” event series was built around that very simple comparison.

With the huge increase in internet buying and selling of real estate, internet based lenders, huge “teams” of mortgage and real estate professionals buying and pounding leads for business, the move away from more “traditional business” is almost alarming! It has been my assertion that companies like Zillow®, Redfin®, Open Door®, and Quicken® on the mortgage side, have continued to move the needle faster and faster. Zillow® will be a licensed real estate broker in all 50 states by the end of 2020, and Quicken® is already the largest mortgage lender! I have projected that more than 75% of all mortgage and real estate license holders by 2025 WON’T even be in charge of their own relationships at all!

I say this because the “PIE” that is the total amount of available business opportunities will be shifting. A greater percentage of business will be done by nontraditional license holders and those competing for relational based business will compete over a much smaller total “PIE”.

Now this isn’t a bad thing for you relationship focused people. In fact, it will be BETTER for your business! Why? Because there will be significantly LESS competition in that market! The reason you ask? Because most people would rather make less money on each deal if they don’t have to generate the opportunity than want to make more money doing the WORK of a relationally based business that provides for a quality experience for the clients.

Plain and simple, smaller pie; far fewer people sharing that pie means more pie for those that stay and do the WORK! Do the work, and enjoy your pie!

Questions or comments: Mike@IMTcoaching.com