The Lyons Den

I say…give the client what they want (take the order…this is the land of instant gratification.) If someone calls up and asks for pepperoni pizza give it to them. Don’t argue with them, insult them, or hard sell them into anchovies. The first call is just like a first date. It’s all BS!

Once you have all the information, all the facts, done all the research, validated everything and can (for sure) deliver product(s) you can, at this point, become more of a coach/consultant and give them two different options that meet THEIR goals. – You can start a long term relationship.

It baffles me at the amount of people who have no idea on what programs are available SO it is a must to advertise and let people know that they can be HELPED!

For example…Did you know you could have a first mortgage that is 97% loan-to-value (almost what your home is now worth) and you can also have a second that takes your mortgage balances above what your home is worth you may be able to still refi into an FHA loan? Did you know you can have lates on your mortgage and still be able to qualify for a loan? Did you know that you could have a 7, 8, 9, 10% + adjustable interest rate and refinance into a 6% and some change fixed rate even if you have little to no equity?

With all the changes it is just about an education process all the way from the marketers to loan officers to clients. Most of the 3 above are just plain lazy – either because they intellectually stopped growing or they resist change.

“The mortgage market may be in a historic upheaval, but mortgage companies continue to pump out upbeat advertisements…”

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