I think every real estate professional realizes where the market is right now.  The past six months to a year have been very tough if not devastating.  There has been lots of negative publicity, many foreclosures, tons of lenders have closed thier doors, too much inventory, not enough buyers, then plenty of buyers with no inventory.  The recent 'collapse' scare has certainly slowed down many buyers to a quick halt. 

I am not comfortable with driving through my clients some fast-talked, number based sales pitch that leaves their head spinning.  My goal is to build a business by closing many deals and earning many referrals.  I don't believe there can be any real success by closing one bad deal, no matter how profitable it is for your wallet.

As I work with my clients I try to educate them the best I can.  On my credenza are all kinds of pamphlets for the clients.  They include; inspections, appraisal, FTHB, Home buying questions, APR explanations, etc.  You get the idea

Before I take any information, I speak with the customer to find out their goals.  This educates me on them!  I also explain to them I need to know what they want to do.  If I don't know where they're going, how can I lay out a map to get them there?  Next I explain to them what I can and can't do.  They need to know that everyone isn't qualified for the cherriest loans.

 Education is key.  There are many terms that are used in this business that the consumer just doesn't understand b/c they don't use them.  Our website, www.sandpmortgage.net, actually has a glossary with over 30-pages of words and definitions.  Usually during our first conversation, I refer clients to the glossary so they can get a better understanding of what's going on around them.

 I have come across quite a few realtors who work strictly, or at least enjoy the most, working with FTHB.  This is commendable.  This category can really use knowledge, education and our help.  Even the experienced home buyers have trouble keeping up with the changes say from  5 years ago.

Some fear the idea of educating the people they work with.  Maybe they feel they'll be too smart to buy what is being sold.  Who knows.  I want great referrals and I know I won't get them if I don't help my clients to become the best borrowers that they can.

Keep Closing Everyone!