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A real life. The kind that includes friends and work and fun in equal proportions.
I am speaking to myself here! Today's home-buyers need to feel grounded. With so much in flux it's important to impart a sense of purpose and commitment to their own lifestyles as they consider home ownership. Have you ever suggested a couple get counseling before they go house shopping? I have! Being personally grounded will help them make better decisions. Home ownership or real estate investment, after all, is about supporting a personal vision for your life.
Here are a few Buyer Tips that really add up:
+ Be Cool! I sometimes have the urge to say "Kick anyone to the curb pressuring you to ‘buy now’!" We all know the best decisions come from a sense of empowered choice. Helping our buyers learn the nuances of today's home buying process will save heartaches along the way. I suggest they take a homebuyer course, an online program or start a local buyer’s club-- and have fun with it. Rushing into buying a home out of peer pressure is not a good reason. They need to want it --really want it.
+Take Time Out. Off the clock, off the pressure. Time ON to explore goals and purpose and reasons for home ownership in the first place. Let your buyers set the pace. Of course, some people are better off renting. So if thoughtfully completing a home budget and saving money for their most basic closing cost is 'just too hard' then maybe home ownership is not for them. Maybe later.
+ Get Real: Investing in any plan is challenging. Buyers must be committed to success and willing to establish realistic expectations. At the earliest stage I address any issues like paying down auto loans or saving funds for down payment and closing costs and set a time line. This could be years away! Since we don’t charge a fee for the up front consultation- even if it takes a year or more - you have to believe in educating borrowers as building your own future.
+ Save Now! I strongly advise first time buyers devise a savings plan toward closing costs, say 5% of their home’s sale price for starters. Many loan programs allow family or employer support. We just love to see a demonstrated ability to save so money in the bank will go a long way to convincing a lender that they are ready and able to manage their mortgage commitments.
+ Get Smart! When you think about it: people should be required to get a license before becoming home owners. I invite you to send your buyers for their ‘learners permit . Local folks can attend my FREE Home Buyer Education Seminar (TBD schedule) sponsored by the Washington State Housing Finance Commission. Featuring five hours of solid financial and home ownership skills presented in a lively interactive format. I am inviting local industry professionals to share their ideas so call me if you'd like to present a segment. I'll be looking for a few home inspectors, repair contractors and home budgeting bookkeepers to join my Lender and Realtor team. Participants will receive an approved Home Buyer Certificate for successful completion. Very cool. Great exposure for presenters also- so call me if you are interested.
= Rock Star Buyers: A Pre-Approved Home Buyer with our Priority Buyer Letter in hand is, after all, a beautiful sight!
LOTS of hay is being made in this market! Are you and your buyers fretting over politics and things we cannot control - when the best opportunity in recent history to purchase a home is like, NOW? Smart buying never goes out of style. It's up to us to communicate the value of picking your moment and the right home. Like a smart trader who watches their target industry and product, our buyers need to be empowered to research, hunt and pounce with glee.
After all, when things get rosey again, we can pretty much guarantee that higher home mortgage rates will offset the benefits of lower bounce points in housing prices.
Feel free to share my Tips for Buyers: http://realestatemarbles.com/loannetter/2011/07/31/home-owners-tip-make-hay/
So get out there, Sunshine, and spread the news! Happy haymaking!
Today I received my third call in three days from a credit impaired borrower. Most are referrals from Realtors. One could take this as a kind of insult that I am considered the 'helper' rather than the closer of their better clients. I also receive referrals of better clients - so who's complaining? I consider all referrals an honor and a compliment to my skill. I am grateful for every call from every person regardless of their situation. I know once I see their reports that these very folks are, in many cases, being cast aside by our system because of one or two small mistakes. Trusting a boyfriend on a car loan, not paying a medical bill their insurance company was supposed to handle, losing a few months income between jobs. Are these people worth any less of our concern? Sure it's not a slam dunk loan but these are people, People!
For me it's an investment in my future business to spend 30 minutes or less (on the phone) with a prospect who in many ways may become the most loyal borrower once I have helped them. I am able to quickly get to the heart of the matter and direct them how to get mortgage ready. I am not in the business of credit repair but I know who is - and I hand out their cards freely!
Sadly, most of these folks are told simply 'NO' by their bank or loan officer. I guess we are all just too hard pressed making a living to appreciate that a simple act of kindness could mean more 'real clients' a few months down the road.
What does it cost me really to up the phone or email a news bit every few months to cheer them on? Just my time. What does it pay me back? Good feelings, potential clients and goodwill in my community.
I am recommending everyone read The Thank You Economy by Gary Vaynerchuck. A little tome on remembering a gentler time when people mattered and engaged in their communities. Social media is reminding us to value our peeps. Everyone matters in my book!
All the best to you! loannetter
4/27/11: The Federal Reserve Chair, Benjamin Bernanke held his first live news conference:
FOMC HOLDS FED FUNDS RATE TARGET AT 0.25% (AS EXPECTED); LIKELY TO REMAIN LOW FOR AN EXTENDED PERIOD- Unanimous vote by all Federal Reserve Bank Chairs.
Just so we understand what is going on here: the Federal Reserve Banks are private institutions telling our Federal Reserve they need more cheap (0.25%)* money ad infinitum. Why? Because without our tax dollars propping them up, despite record profits just recorded, they would fail and bring our houses down without a very long trough to keep their wheels spinning.
This analogy offered by a Bloomberg TV speaker today: It's almost as if your Model T is in a ditch and your farrier arrived with horseshoes and could not fix the problem.
One might ask: what would happen if the banks stopped getting such cheap money? What calamity exactly are we afraid of here?
From The Fed:
Bernanke reaffirmed his intention to end treasury purchases in June now - Since inflation has picked up in recent months, the Fed is prepared to 'adjust holdings' to keep the financial markets afloat.
Surprising to me is that Mr. Bernanke anticipates that economic conditions are likely to warrant exceptionally low levels for the federal funds rate for an 'extended period'. He insists that the economic recovery is proceeding at a moderate pace and overall conditions in the labor market are improving gradually.
On the street:
Supposedly recent statistics show household spending and business investment in equipment and software continue to expand. They do admit that investment in commercial real estate is weak, and the housing sector continues to be depressed. While admitting the unemployment rate remains elevated, and measures of underlying inflation continue to be somewhat low, the news is 'positive'. Besides the 'fewer job losses' lingo, he believes the recovery is sustainable but is 'watching market indicators'. The dual mandate is price stability and maximum employment. The supposed increase in market stability is not being reflected in today's dollar drop. Frankly other countries and investors are not all that keen to hold our greenbacks. At least not for long.
Market reactions:
Initially after the FOMC statement, we observed a +2% rebound in the precious metals. The dollar devaluation is helping mortgage interest rates by sending safe money into bonds. How long we can keep lowering interest rates to keep feeding banks via borrowing in such a climate is questionable.
Busted inner city, booming suburbs?
I spite of vacant inner city shops and rising short sales andforeclosures of single family homes, multifamily is bouncing back with a vengeance. Our subsidized housing initiatives ((ultra high tech green)are sprouting up all over) funded by the local municipalities and non profits-- I wonder if we have reached a tipping point: when private owners (tax payers) of college housing will find it hard to rent their little old 1-4 plex compared to the shinier new versions closer to nightlife with groovy hidden Murphy beds and built in flat screens owned by these conglomerates. I'd be interested in other perspectives on this--anyone familiar with the private/municipal housing?
OUCH to 30% interest!
This article came out just before Bernanke spoke.
http://www.dailyfinance.com/2011/04/27/bank-of-americas-new-credit-card-penalty-interest-rate-is-nearl/
Is this social equality?
When we have extended to these same banks the ability to borrow very cheap money and we, the consuming tax payer must pay even higher fees to use this same money?
Ironically, banks are complaining that too many people are paying down their debt! Lightening up. Scaling down. A friend of mine just took off for a six month hike on the Pacific Coast Trail today from California to Canada carrying 35 pounds on his back. Perhaps he has the right idea!
By now you will have heard a few gripes from your mortgage professionals about the recent fun of changing systems to meet our new 'Federal Loan Officer Compensation Rule guidelines'. If any of your colleagues asked for your help to speak up to congress I hope you did. For those willing to put head in sand you can now put foot on behind. We will all be feeling the effects of higher rates on our mutual clients. It's just that simple.
While the 'Fed Fight' is officially over as far as the appellate courts go, there is still life left in our organizations NHIAP and NAMP. Challenges are now being directed to the new Consumer Protection Agency director, Elizabeth Warren to point out the devastating effect of fixed origination fees to consumers not to mention that the big banks are escaping this particular scrutiny machine as usual.
What do I have to complain about? Our new fixed Loan Officer Compensation just rolled plan sounds pretty good if you have been slicing and dicing your fees like most of us just to keep our customers happy since the Wall Street Meltdown. My actual origination fee will go up across the board. Only now I can't help my clients with an appraisal fee or lock extension. In fact I get paid the same whether I do a good or bad job. How's that for incentive?
What's the true cost of this new rule?
Mortgage professionals argue that the new Federal LO Compensation Rule will raise interest rates and transaction costs to consumers. Further, many mortgage banks will be put out of business by creating higher costs of operation and oversight. What if only five banks are left offering mortgages?
Ask yourself: Is letting big conglomerates run things really all that great an idea for local interests?
If you loved the Wall Street Meltdown prepare for the Wall Street Lockup! Loan products, underwriting guidelines and rates will be controlled by handful of people who, by the way, also run our Federal Reserve. Those same banks that own or are owned by the architects of the credit derivative game. If you've seen the movie: "Inside Job" it's hard to miss the sickening fact that de-regulation from former eras backfired big time. Enter knee-jerk regulation- not the answer. But that's exactly the answer we got on Tuesday.
Good news for loan officers!
I'm pretty sure this 'good news' for loan officers won't be appreciated by our clients when they see the new rate sheet. Passing on regulatory costs is a fact of life in our industry. My only beef is that these regulations are focused on non bank financing and our colleagues at the big banks are immune. I'll miss the ability to assist clients.
How will this new rule affect your borrower?
On larger loans your borrower will pay a higher fee because we have to set one percentage for all loans regardless of size. Formerly if your loan involved more effort for the size of the transaction, I could set my fee to make it worth my time to do a decent job.
Previously, a larger loan amount allowed me to lower the feeI charged. No more. One set fee (percentage of the loan amount) suggests that loans under about $150,000 will be hard to justify for the effort takes to close that loan. So, lower priced loans may be denied. In contrast, larger loan amounts will be charged higher fees than normal and will return loan originators a higher fixed fee. This will no doubt anger the borrower who has to pay it! According to the new Rule, I can't do anything to help take away this sting! If you don't want to pay my fee yourself, then the lender will pay me according to a set rate structure on the day. Your rate will be higher and I will not be able to price it competitively (like I do now) to help your borrower get better terms. I can 't use any of my commission to kick in toward costs. Not one dime!
What about consumer protection?
I predict if you are seeking a loan under $150,000 you can expect very few options, thanks to this Fed rule. Bankers will skew their target base to higher loans for higher commissions. The 'anti steering' idea of this bill was to protect consumers from allowing us to steer you to a higher priced loan. The horse left that barn a few years ago. No banker or broker worth their salt would allow that kind of thing today at risk of losing their license. We do have this little law called Fair Lending. If only the exiting laws were enforced uniformly between both banks, brokers and the big guys?
Was limiting choices of lower priced home buyers the intent of the rule? Officially, this rule was devised to protect consumers but in reality everyone will pay more. Irony of ironies: the much maligned 'ysp' or yield service premiumn, (our margin formerly used to pay down costs or pay your your broker/banker) was returned to your borrower via the 2010 GFE. It's now going back into your bank's pocket. Sweet for them!
Our task now is to pick up our smiles and get on with doing a better job than our competitors. Fortunately, better service is the easy part!
All the best! loannetter
Notice a certain --ah--absence of mortgage professionals worth their salt in your town? Notice that some of your clients may be having a hard time getting financing? Has sending your clients to your bank instead of supporting independent mortgage brokers backfired?
We got the message: Loan Officers and Mortgage Companies have been getting out of the business in droves. For several reasons. 1. New federal and state licensing regulations discouraged folks who weren't up for new learning and fees. Fine, we only want committed professionals in our business....a good thing! 2. New HUD and Lender guidelines limited the companies who could qualify to sell them loans. The smart viable companies have met these changes...also good! 3. Refinancing is becoming less attractive as rates start to climb so our market is tightening. 4. People who want to make a decent living with community respect may have gone to work somewhere where they get paid to show up 9 to 5.
Where is the Love? http://www.youtube.com/watch?v=ZcHPNUN-U8E
"If you had had a sudden change of heart .,..I wish you would tell me so. Don't leave me hanging on the promises. You've got to let me know!!"
What you want, HUH? http://www.youtube.com/watch?v=-o1Bg7yBxQo&feature=related
"All I'm asking is a little respect. R.E.S.P.E.C.T Just a little bit. Just a little bit." Sing it LOUD!
Celebrate those still working hard for YOUR clients. That's all we ask.
I spent a career in advertising prior to becoming a mortgage professional. I am now learning how to develop healthy direct relationships, not just account names and awards on the advertising agency roster. Today's lending landscape is challenging for everyone. Let's turn that on it's head: our success depends entirely on being effective and engaged!
Previously, I delivered strategic plans and implementing a brand evolution, often in difficult competitive markets. A decade later I still find those core lessons illuminating. Classic marketing or what some unkindly refer to as 'old school' is, in fact, the basis of 'new school'. And anyone worth their salt in marketing has learned these lessons and evolved or, like a hapless loan officer relying on paid leads, is dead and gone.
To restate the so-called new school strategy correctly, it is essentially based on advising people how to focus and use your limited resources to establish yourself as the trusted leader in your market in order to succeed. A successful strategy is based on the WHAT AND WHY of becoming successful. How you accomplish a group of tools is tactical. Tactics are the HOW, the 'conduct of engagement'.
Warning: It drives me crazy when people use the word strategy when they are talking about tactics. Tactics are easy to leap into implementing right away because we understand a good tool when we see one. But a tactic is easily misused or even wasted, if not targeted for a specific reason to a specific end user.
Define 'strategy': from wikipedia:
"Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked. How a battle is fought is a matter of tactics: the terms and conditions that it is fought on and whether it should be fought at all is a matter of strategy, which is part of the four levels of warfare: political goals or grand strategy, strategy, operations, and tactics.
Marketing strategy is a process that can allow an organization to concentrate its limited resources on the greatest opportunities to increase sales and achieve a sustainable competitive advantage. A marketing strategy should be centered around the key concept that customer satisfaction is the main goal."(end wiki quote)
Tools are Tactical. Tools are not strategies!!!! Tactics are the responses or means you implement to ACHIEVE your strategy. It's worth remembering that to blithely employing a bunch of tactical responses without a brand strategy 'net' to weave it all together could be compared to a shotgun scattering your ammunition in one great blast compared to using a laser beam to focus on your actual target's forehead. Pardon the graphics, but I think you get the picture. Lasers take a lot less energy too!
If you use Facebook to tell people about your summer vacation, you could be missing the real opportunity to mine that platform! Facebook can help you build a leadership position while you celebrate others in your community (your referral partners hint hint!) so you win by association with things that inspire others.
Develop a Laser Vision: Read Guerrilla Marketingby Jay Conrad Levinson. Levinson defines his approach essentially as: Using your resources that you have, in fact, maximizing those resources; to become the best most trusted professional in your field. This is based on the WHY. You can then link up the the various means you will employ to build your brand strategy = victory = recognition and financial success.
In this context, tactics or your tools define the 'conduct of engagement'. Your tactics need to be linked to the goals or desired outcome of the battle. This is stuff is actually very old school and Lao Tsu might be the oldest strategic dog of all.
Collaborate, Co-Create and Celebrate! Another strategy to consider is the enormous potential of collaboration over competition. We have arrived in a unique time and place in our culture. The shift beneath our feet has allowed us to look around. Consider what we truly value. Smart caring professionals are engaged in our communities because it's the right thing to do. We have a lot of skills and tools to share. In a way, it would be unethical not to share them!
Read The Go-Giver by Burg and Mann. Learn to give without expectation of reward simply because it's the right thing to do. Carl White talks a lot about this in his 'Results in Advance theory'. Look him up! (Warning: Carl thinks old school marketing is old hat but we love him for what he puts out!)
Your generosity will not be lost on your local market. These times have provided new opportunities to value our exchanges with our greater audiences based on mutual respect and win win for all. The new school of cultural change for the common is not about 'killing the competition'. It's about building a better world in which we can all enjoy an abundant life for all. Not just to save our businesses but to help rebuild our communities.
Embrace that! loannetter
Thanks to Howard for gathering this information. As always, the national average varies widely from region to region. "Homebuilder Profits up" claimed just last week on Wall Street 'does not compute' with actual housing starts going down.
Via Howard Bell (www.yourpropertypath.com):
Mortgage Bankers Association for the week of 09/22/2010
Market Composite Index:(loan application volume) decreased 1.4 percent on a seasonally adjusted basis from one week earlier.
Refinance Index: decreased 0.9 percent from the previous week, which is the third straight weekly decrease.
Purchase Index: decreased 3.3 percent from one week earlier
Refinance Share of Mortgage Activity: increased to 81.1 percent of total applications from 80.5 percent the previous week.
Arm Share: decreased to 5.9 percent from 6.2 percent of total applications from the previous week.
MBA outlook: (Excerpted from mbaa.org)
We predict that mortgage originations will decrease to $1.4 trillion in 2010 from an estimated $2.1 trillion in 2009. Purchase activity continues to be weak, although it was given a brief boost in the spring by the tax credit program, while refinance activity is being propped up by mortgage rates that remain close to historical lows, although there is less refinancing going on now than in previous periods of comparably low mortgage rates. Purchase originations will fall to $539 billion from $740 billion in 2009 and refinance originations will decrease to about $910 billion in 2010 from $1.4 trillion in 2009. This month’s originations estimates for 2010 forward were revised downwards to reflect the weaker July data for home sales and housing starts.
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Unfortunately, by the time most distressed borrowers seek help to avoid Foreclosure, they have often been struggling with income loss, divorce, legal or health issues for so long that theyre are not only falling behind financially but they are as one fellow put it to me: "taking drugs to just to sleep at night from the stress". This does not paint a picture of a person ready and able to put up a decent defense with their bank or have the energy to direct their own loan modification or self help bankruptcy. Far from it. Being financially strapped as well, paid legal help is usually out of the question.
Asking for Help: I often suggest to folks that they have a serious family sit down with other members of their extended family or community who might offer some relevant advice. They may need help clarifying their priorities. Next up are the free resources listed below. Feel free to share them.
Consumer Advocates: Below is a current list of resources that I keep handy. Certainly encourage anyone struggling with their lender about their home loan to contact their State Attorney General as they hold the responsibility to protect consumer rights. The Making Home Affordable free counseling is heavily weighted toward conventional banking guidelines. Which is not all bad. However, many people don't fit the conventional mold may indeed qualify for a private lender option in spite of being denied for MHA or HAMP. Always always ask for help and ask again.
Feel free to share this list with anyone you know in financial/mortgage distress:
The Obama Administration's Making Home Affordable Program includes opportunities to modify or refinance your mortgage to make your monthly payments more affordable. It also includes the Home Affordable Foreclosure Alternatives Program for homeowners who are interested in a short sale or deed-in-lieu of foreclosure: http://www.makinghomeaffordable.gov For a free HUD Counselor call: 1- 888 995 4673
For state specific help go here: http://www.hud.gov/offices/hsg/sfh/hcc/fc/
On a case by case basis, we refer to local modification colleagues (licensed brokers and loan originators who specialize in this area) They may negotiate your case if you prefer to have someone do this for you. They employ our Federal and State guidelines. Usually modifications agents charge between $1500 and $2,000 total fee. This process can take three to six months or more. There are no guarantees. Check out loan modification agents with your State Attorney General and BBB to verify they are legitimate.
If you feel you have been treated unfairly or cannot get help from your lender contact:
1. Washington State Attorney General investigates consumer scams. They may take legal action against an company found to be abusing consumer laws in this state. STATEWIDE TOLL FREE 1-800-551-4636 http://www.atg.wa.gov I print out the form or send folks this link and they they can file complaints online.
2. Washington State Department of Financial Institutions. They oversee Washington Banks and Brokers and will investigate on your behalf. Washington State Department of Financial institutions requires that any provider offering loan modifications be licensed as a loan originator, mortgage broker or consumer loan company. Check the Call: 1-877-RING-DFI. ONLINE complaint about a Mortgage Broker, Bank or Modification Agent: http://www.dfi.wa.gov/cs/cscomplaintform.htm
3. Home Foreclosure Legal Aid. Homeowners seeking Legal representation who are unable to afford a lawyer should contact the Home Foreclosure Legal Aid Project, a partnership of the Washington State Bar Association and the Northwest Justice Project. Call 1-877-894-HOME (4663).
4. National Office of the Comptroller of the Currency. http://www.occ.treas.gov/customer.htm Homeowners may register a complaint to the OCC who performs oversight on National Banks. They will inform the Bank of your complaint and follow up on their response to you. http://www.helpwithmybank.gov HelpWithMyBank.gov provides assistance to customers of national banks. The site includes answers to common questions and helps walk people through the process of contacting the OCC for additional assistance. Visit the site to learn more about the OCC Customer Assistance Group or call these numbers
Contact OCC CAG (Consumer Assistance Group)
- Toll Free: 1-800-613-6743
- TDD Number 713-658-0340
- FAX: 713-336-4301
- Hours: 8 a.m. - 8 p.m., Eastern, Monday-Friday
- Mail: Customer Assistance Group,
1301 McKinney Street, Suite 3450
Houston, TX 77010
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Online Customer Complaint Form
5. Contact your Congressional Representatives! Your congressional representatives have the ability to intervene with banks and financial institutions on your behalf. We know clients who have gotten good results from taking a three pronged approach of filing complaints with several agencies at the same time. It is your right as a consumer to request help. http://www.congress.org type in your zip code for your representatives contact details.
Referral Partners: Gather a great group of local people who have success in these areas: Loan Modification, CPAs, Bookkeepers, Bankruptcy Attorneys, Short Sale Realtors and Debt Consolidation or Credit Restoration Agencies. Just offering personal referrals means a lot to someone in distress. Naturally you want to know the people you refer to are reliable and STAY reliable. One of my great referral partnerships backfired when my partner changed course, and I am still smarting from the distress they caused several folks.
Bouncing Back From Short Sale or Foreclosure: This post outlines how a homeowner start working toward credit recovery the moment they start working on a solution to their immediate situation. To most folks in trouble today, the hope of home ownership again is a vision worth hanging onto.
We do not offer advice about matters outside our area of expertise, which is mortgage lending.
OK so it' a little risque but so is 5% down and conventional lending for Investors. Am I right?
At today's rock bottom prices -- REO or "Real Estate Owned Homes" (i.e., in the bank's portfolio) are the best value going. You do need a keen nose to ferret out a solid home beneath the banged doors and tall grass. Do folks realize what 'as is' really means? That there could be problems lurking deeper than the tattered wallpaper? So let's assume you or your buyer are that savvy and your done your homework. Funding foreclosures is the bugaboo. Especially for investors. Fortunately Fannie Mae and VA will fund their own 'acquired homes'.
For most folks the home you can afford is the one you can get a loan on! Funding is a big conundrum with most REO's due to their often distressed condition, the quick sale aspect at auction and the mood of the selling bank. If you've tried your hand at closing a Foreclosure or Short Sale you know how much fun that can be.
Our Government Sponsored Enterprises have acquired a boatload of properties to offload. Fannie Mae has the advantage of offering the funding via the HomePath Loan program. So the kid gloves are off! HomePath loans (we can fund these) are only available on Fannie Mae REO properties. These loans apply to buyers intending to live in the property, as well as investors who intend to rent or resell. No kidding! These loans offer great terms, and may include renovation funds, energy improvement incentives or appliance packages.
Cruise the REO's on the Fannie Mae site by zip code: http://www.homepath.com
Also check out VA REO site: https://va.equator.com/index.cfm
You need not be a Veteran to qualify. Investors only need 5% down and some rental experience with no limit on properties owned.
You may have to dig around for a HomePath and VA lender as not all banks or brokers are certified Happy shopping!
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Susan Templeton
Bellingham,
WA
More about me…
Wells Fargo Home Mortgage
Address: 1616 Cornwall Avenue Suite 101, Bellingham, WA, 98225
Office Phone: (360) 738-2365
Cell Phone: (360) 220-2997
Email Me
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