I asked this question at a presentation I made in front of my networking group the other day. The way I see it, most of our clients ask our opinion, and the opinion of the lender involved in the transaction. The problem is, these two people both stand to make a lot of money when the transaction closes. I just don't think those are the right people to be asking. Do you? The real estate industry has worked in basically the same way for a long time. Probably as long as most home buyers and sellers have been alive. You have a listing agent, a selling agent (maybe the same person, and for a horror story check this out), a loan officer, and an escrow officer. This may vary a bit from state to state, but I think that is how it basically looks in most places. (Please correct me if I am wrong).
I THINK IT IS TIME WE START PRACTICING REAL ESTATE DIFFERENTLY. I personally believe that there are two key people missing from most real estate transactions. Especially for the buyer. One, a CPA. Two, a financial planner (Here is the best financial planner out there). Doesn't it seem that most people would make wiser decisions if they were to ask the opinions of their CPA and their financial planner prior to purchasing a home? I know that before I purchase a home, heck, before I purchase a car, I check with my CPA and planner. Why wouldn't I suggest my clients do the same?
IT IS MORE IMPORTANT NOW THAN IT HAS BEEN FOR LONG TIME that people make educated decisions before purchasing a home. With the state of the lending industry, loans are becoming harder and harder to close, which, according to reason (at least my crazy reasoning), will cause some lenders to become more desparate to close a loan. Even good people sometimes may forget to mention something to a client that may change the client's decision when 1000s of dollars will essentially be taken out of their pocket if they mention it. Maybe I have a slightly paranoid view of lenders and realtors, but I have seen it many times, haven't you?
I THINK THIS IS A GREAT OPPORTUNITY TO SPEAK TO PAST clients about something that really matters. Why not contact your past clients and refer them to a great financial planner for a financial "check-up". Have them work NOW to get their financial affairs in order so that when the time comes to buy or sell, they will be ready. Not to mention that if their financial planner recommends they use you to represent them, it adds to your credibility with them. AND, if the financial planner believes in your work, you will start to get more referrals from that planner. Let me tell you, those are great leads.
OK, LET'S TAKE IT A STEP FURTHER. I recommend building a team around you to help with the transaction. Get the lender, CPA, financial planner, escrow officer, and title rep all working together and you have some seriously powerful networking going on. As a team, you can put on seminars and invite all of your clients. You can do "team mailers" paid for by people other than you! The sky is really the limit. Plus, you can invite all of those team members to join Active Rain!
Anyway, enough rambling. I hope my point came across clearly. Please, add what you can and let's brainstorm together to CHANGE THE WAY REAL ESTATE IS PRACTICED. LET'S RAISE THE BAR IN OUR INDUSTRY, ONE TEAM AT A TIME.
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