Why does the prospect of qualifying a buyer sound so uncomfortable? Over the past 5 years, our involvement with regards to qualifying has been discouraged by lenders because they had programs that were so diverse that only a mortgage professional should get involved... So looking back...that didn't turn out so well? At least not so well for the 2 million folks marching toward foreclosure... As more money flowed into the secondary mortgage market, it wasn't about qualifying at all... It was about getting the deal done... Everyone is partially to blame, the buyer's, the seller's, the agents, and the mortgage brokers. I am generally very optimistic, and I can't speak for anyone else, but this was my first trip to the woodshed and the result took me by surprise.
Knowing what I know now, I need to discuss with my customers how they plan on paying for their new home. The 29% and 43% is a good start followed by credit scores and what is the definition of provable income... Extenuating circumstance needs to become the exception not the rule, and understanding the customer finances isn't just the mortgage broker's job. So now as the pendulum swings back to the right, it's not enough for your customer to say they can afford it... you actually have to prove it... The overall problem is that good times perpetuate bad habits... Letting someone else qualify your customer is one of them.
I'm reminded of a story my mother and father-in-law tell: 50 years ago, a real estate agent helped them buy a 3 family home because he showed them how they could afford the home based on my father-in- laws income... to this day, they remember the real estate agents name but neither could tell you the name of the banker? If you're in it for the long run, nothing is more important than being remembered...especially when you make a difference!
Tuesdays with Tony