Special offer

Shape Your Culture, or it will Shape You!

By
Mortgage and Lending with Fairway Independent Mortgage Corporation NMLS #2289 Individual NMLS #74935

Either you shape the culture around you or the culture shapes you.  Either you influence everyone around you positively or you allow their negativity to influence you.  You know that they say there are people that are "glass half-full" people and there are people that are "glass half-empty".  Funny thing is, they are BOTH RIGHT. The glass is BOTH half full AND half empty. 

The question is not whether you or the person you are talking to is correct.  Not whether we are or are not headed into a recession. The question is how will you look at the situation and respond.  The only response that gives you a chance is the positive response.  Clinging to doom and gloom has NO upside.  Opportunities are only seen and seized by people who look around with an opportunistic mindset.  You can NOT allow your clients, your Friends, ccolleagues, etc. to stay focused on the negative.  If you are going to make it through this time, you MUST keep them focused on the positive, focused on solutions.  Honestly, I would be sharing with people this amazing truth:

Home prices are down, and with big players like Warren Buffet beginning to get back into real estate, you know the bottom is near.  With rates still low because of the fear of recession, and prices so low-this is the best opportunity to buy.  Throw on top of that the tax credit for first time homebuyers that will disappear in a year and you get possibly the best buying opportunity of a lifetime.  YOU MUST SELL THAT to get people off the fence.  No one hits the absolute bottom, and you won't know it is a bottom until AFTER it has begun to go back up.  At that point, the best bargains are gone.  So now is the time.

Another angle to sell is this-you can FINALLY afford the home of your dreams.  First time home buyers are 39% of the market.  Why do people buy homes?  Why not rent?  Why do people always want to push their ratios and buy more then they can afford?  Have you ever wondered that?  The reason is that they want to have a similar home to what they remember from growing up.  They don't remember the first house their parents bought-they remember the move up house.  So first time home buyers are wanting the quality of a move up house but at a first time home buyer price.  For years, the only way they could get what they want was with a "risky" low interest start rate loan. But today, with fixed rates still low, and home prices off huge, they can finally AFFORD the dream home.  You MUST sell that.  If not, they will sell you that they need to keep waiting another year because they think the bottom has not hit yet.  They will miss the bottom, miss the tax break, miss the low rates.  Oh yes, when the economy picks up again, rates will shoot up.  There will never be another time when you have the combination of low rates, low prices AND tax breaks.  They will forever regret not jumping right now.

So it comes to this-are you gonna sell them on all the benefits of moving now or are they gonna sell you that they need to keep waiting?  If you win, they win. If you lose, they lose.  The best bet for everyone is for you to win the sale.  No doubt, the market is down.  No doubt, the economy is tough.  Those are facts.  But we, and this includes all your clients, get to choose our response.  We can either take advantage of this incredible opportunity and snag awesome deals with great rates AND tax advantages, or we can sit and be a "victim" and miss the great buying opportunity of this decade.  The combination of prices, desperate sellers, and rates have not been this good in a long time, if ever.  NOW is the time to strike!

 

Roger

 

p.s.  Remember, I am not just another loan officer but a partner committed to your success.  Call me today at 208-955-1234 ext. 30 to see all the creative ways I can help you SELL MORE HOMES!  I look forward to working with you!

Comments (0)