Last Sunday I went to the beach with my wife just to get away. We stayed with some friends ( a realtor) and were having a great time.
Note- there is a lesson here BEFORE we get to the main lesson-
Be friends with your realtors- people give business to other people – not e-mails- letters or flyers.
My wife and I decided to take a walk on the beach and grab a coffee before we did. It was about 9:15 on a beautiful Sunday and we were really looking forward to some private time alone just to enjoy each others company.
THEN IT HAPPENED!
My cell phone rang and it was a Realtor – she had a buyer that needed an immediate pre-approval.. He was writing an offer and there was a lot of competition on this property. ( you’ve heard that one before right)
So – as any good loan officer would- I called him- ran my numbers- answered his questions – and spent time going over options with him.
Then we drove back to where we were staying and I sent the pre-approval letter.
SO FAR SO GOOD RIGHT?
My wife was starting to get upset but we’ve been together almost 28 years- so this was not really an unusual circumstance.
The truth is I SHOULD NOT have even had my phone with me but we have 2 kids- one a freshman in college who is in school for the summer and one who just graduated Penn State- so we always have a phone close.
Fast forward 3 days and I checked with the agent to see if the deal was accepted.
It was – So I called the buyer to schedule loan app-
First call – no response or return call
Second call – no response or return call
Third call- we spoke and he asked for figures- So I e-mailed him the figures we discussed on the phone and that I had sent with his pre qual
Now – I need to tell you – this is a doctor buying an investment condo for his mother -in- law
great income– great ratios and 810 credit scores- so no problems
Another few calls and another few e-mails and texts
TODAY – HE FINALLY TOLD ME WHAT I HAD ALREADY SUSPECTED
He went with another lender that was .125 in the points better.
I could have matched it – but never got the chance!
Have you ever had that happen to you ????
It’s a lesson I learned a long time ago which is why it makes me angrier than normal when it happens again.
THE ANSWER is working in a niche as an expert-
My niche is boomerang buyers and that’s why I created the
CONSUMERS respect experts
They don’t shop experts
They understand that experts are hard to reach – and they continue to call
PICK A NICHE- BECOME THE EXPERT LET EVERYONE KNOW ABOUT IT
Or you will ruin parts of your vacation as well !!!
Brian Sacks – Top Originator
Want to TURN RENTERS INTO LOANS