It’s a seller’s market, in more ways than one. Most areas are experiencing a record low number of houses being listed for sale but also a high demand to buy from the large groups of Millennials and Gen-X’ers. Incentives to refinance are evaporating and all signs continue to point to gradual rate increases.
How does an originator thrive in an environment like this? You don’t want to be stuck scrubbing your current client base to see if they need cash-out refi’s and HELOCs. You don’t really want ARM loans being your top activity. Strengthening relationships with Realtors has become even more vital for survival and success. And doing that is much easier said than done.
I think the little things can help make the difference. Promising your Realtors on-time commitment dates and closings are obvious. Guaranteeing to get the buyers pre-approval power is also an obvious necessity. Displaying your knowledge of the lender’s system to guide the transaction seamlessly will speak for itself. Most importantly, I think that what you do during the underwriting process and after the closing is where you can make a real difference. Helping your Realtors with the gritty work like showing up on moving day with pizza’s can go a long way. Think outside the box. Don’t just give a free pen and notepad but give them a little portfolio with photos and a timeline of their journey, with a hand-written thank you message at the end. Remember, this is the biggest transaction of most people’s lives. It’s a huge deal that most of us want to be guided through.
I firmly believe that little things you can do to show your Realtors and borrowers that you care about them as humans first… will help you stand out.
Thanks as always,
Charles
Photo by Evelyn on Unsplash
The opinions expressed in this post are the sole view of the writer and do not reflect the opinion of Princeton Mortgage Corporation.