My colleague, who is Mortgage Coach at Renovation Mortgage Plus, had a buyer who was referred to him buy a current client. After he was able to get a Firm Lender Commitment Letter (FLC) from the underwriter on the buyer he contacted an agent and sent approval letter verifying that a FLC was on file. What happened after that amazed me. The agent sends the buyer a list of homes to choose from rather than going to pick up the buyer and spend some personal time with him accessing his goals and objectives.
I feel like the Great Jerry McGuire when I say "Where is the Personal Attention?" Where is the love. I guess I am old fashion but whenever I get a chance to meet a client face-to-face (f2f) I jump at the chance. Of course there are exceptions for example a client may be out of state or it may be just too far to travel without spending the rest of the day in traffic.
With f2f meetings or what we call RMP Mortgage Orientations we like to meet with clients and really understand who the buyer is and whats so special about their story that makes their file stand out when it gets to the underwriter. We quickly found out that many people with challenged credit have been through extenuating circumstances and were approved with non-subprime rates and others with close to perfect credit was able to free up some debt an increase their buying power. And all in one meeting we are able to get all disclosures approved, collect all the documentation and build a solid file for the buyer
If purchasing a home is the most important purchase in a persons life then we should be honored that they have allowed us to participate in the transaction and tell their friends and relatives about us. A client you met face-to-face and was provided excellent service will more likely refer to you to someone else quicker than someone who has done business with you over the phone. Besides, I do business comfortably with people I like and trust and so do home-buyers.
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