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Fence Sitters??? Shadow Buyer Inventory??? Future Clients!!! OH YEAH!!!
We all mentally categorize our client database. This lender has a few that I am sure you have thought of but have clarified and shared tips on what to do with them
 
  I recently came across The "Other" Shadow Inventory by JPhilip Faranda that discussed all the buyers out there working with Realtors/agents, looking at properties but who will probably never result in the purchase of a property.  But it was Karen Fiddler’s Buyer's On The Fence.....Waste Of Time Or Pipeline that struck home for me.   While JP may be presenting the realities of his experiences in his market, for me, here in my market, today’s fence sitters and shadow buyer inventory are future buyers/borrowers.  Like Karen, I too have several different client pipelines and while some of these are active pipelines for current clients and borrowers, others are for active prospects or future clients and borrowers.  However, I don't consider any of these folks a waste of my time.    I have my escrow pipeline, which is pretty self-explanatory and there is my active pipeline; those who are pre-approved and actively looking to get into escrow.    Then there’s my hold pipeline; those I wasn’t able to pre-approve for one ... more

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