Situational Awareness Matters!

Written by Posted On Monday, 26 February 2024 00:00

More than forty years being associated inside the mortgage and real estate communities has taught me a great deal. Working with some of the best professionals in these areas across the country can also remind me that the more things change, the more they stay the same. I have preached here before the value of situational awareness and that the true value of any professional is providing options for their clients and sharing multiple ways of getting things done. A recent conversation with one of my clients brought back the exact same scenario I had with a client more than 30 years ago and helped me understand very deeply about how much value we can bring to the table if we just look at all the details and provide objective options!

Quite simply, the story goes like this; a couple want to sell a house and buy another one that suits their needs much better for the next stage of their lives. Having a current home that has amassed a huge amount of equity, the couple goes to an agent who starts to show them houses that fit their new objectives. They see a number of homes and locations that would work well, and then go home and start searching the internet for solutions. UGH!!!

They discover that even with putting all of their equity down on the new house, the new payments would be far too high for them and assume that their dream is dead. When their agent calls to follow up, the clients share the story, and the agent suggests that they speak to my client to discuss their options. Still holding the desire to make their move, they reach out to my client for a conversation. After looking at ALL THE NUMBERS, it became obvious that their equity would be best used to eliminate outstanding debt, thus reducing their total monthly payments. This meant that they could get the house and location they dreamed about, but also REDUCE their total monthly financial obligations by a large amount! They listed and sold their current home, paid off their debt, bought the house they loved, and reduced their total monthly obligations! 

These people would never have known what they were capable of doing if not for skilled professionals providing all their options. You must establish that value if you are going to compete against the internet and social media! Differentiation matters! Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

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Michael White

After 18 years working in all phases of mortgage originations, Mike left day to day originations to start his consulting and coaching company. Now, more than 18+ years later, Mike is working with clients across the country in all markets, big and small, that have generated more than three billion dollars in loan originations within a year.

Mike teaches a system that is focused on time management, action planning, marketing a message, and creating value for both clients and referral sources alike. Quite simply, providing more value leads to more opportunities, more income, less time, and a systematic approach that begs to be duplicated.

 

By breaking down individual aspects of the mortgage business and providing a step by step approach to creating a consistent flow of opportunities that can lead to a highly successful mortgage practice. That is why people who incorporate these strategies out produce the national averages by almost 3 to 1!

Fundamentals and simple strategies provide day to day activities that help provide a “scheduled success” philosophy. It’s all about identifying, targeting, and establishing profitable referral relationships using exceptional value to keep you in the center of your own referral triangle. 

 

https://www.imtcoaching.com/

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