With the recent underwriting changes implemented by FHA it is getting more frustrating than ever to work with prospects. Planning ahead and knowing that these changes will continue is key. Over the past 12 month period our company has focused on what major changes will be taking place over the next 10 years and figuring out what systems and programs will better serve our prospects, customers and Realtor partners... Well we have set up a few systems that have been working quiet well. If you're a home-buyer, and realtor or mortgage professional this can work for you as well.
Follow these steps to designing a plan that works for you in your business.
1.) Identify who your personal needs as well as your prospects;
2.) Build a relationship first as opposed to trying to sell something, most people may not be ready or quite qualified now due to low credit scores and/or lack of down payment, but with a little help and support they can get qualified in the short future;
3.) Set up a systematic communication flow, starting from the first time your in communication with a prospect. If you design exactly what steps and actions you will take when speaking with a prospect and be prepared for a number of different directions you might go, this will better support you and your prospects. Defining these actions is extremely important for you and your prospects and your prospects want you to help them not sell them;
4.) Put these prospects into your CRM (Customer Relationship Management) system and set up regular calls and/or e-mails, etc. so that you are driving the conversation for what might be possible for these prospects. These prospects know and understand that you are a professional and have automated systems in place to support your efforts but know the importance of have the personal touch in a personal telephone call as well; (you create your value and your prospects will begin to trust and respect you and your profession)
5.) Set up a realistic expectation for each and every prospect, knowing exactly what most home-buyers go through in the home buying process is what you know and setting up a realistic expectation about what they will encounter and experience is very important. Again you are creating value for your prospects;
6.) Get the prospect to take baby steps in your defined process, the more steps you begin to support prospects through the more they begin to trust and their willingness to try, buy, and eventually refer prospects becomes more of a reality. Most prospects like this process better as the home buying process can be extremely overwhelming for them and taking these small steps has them become more comfortable with you and the process;
7.) Don't stop, keep the conversation for what might be posible alive for these prospects, for most first time homebuyers they do not want to rent forever, they will, someday move to action in the buying process, you want to be the one they think of or are committed to using for who you've been for them when they first started the process. It will be very hard for another professional to recreate what you've done in the beginning;
Mortgage Services, Inc. has created its own system (HAP-Home-buyers Advantage Program)to help manage all its prospects, regardless of their credit scores and/or lack of down payment. It's success during the past 2 years has been directly attributed to the success of its program. Mortgage Services, Inc. success over the past 25 years has been also been attributed its dedicated hard work, ethics and commitment to it's prospects and clients.
The company has a unique affiliate program it can make available to other mortgage and real estate professionals across the country. If you would like to find out more, e-mail to info@ToMortgageServices.com
Ronald A. Giannamore is a Senior Loan Specialist and Marketing director with Mortgage Services, Inc. He has been associated with the company for over 22 years.