Mortgage Minute Newsletter
From Sam Thompson,  Senior Mortgage Advisor    Oct 2007- Vol 1, Issue 22
In This Issue
On a Scale of 1 to 10... Try this strategy with your clients.
The Magic Word - Attitude.
Weekly Tip - Get your SELLERS pre-approved too!
Weekly Mortgage Market Commentary.
Quick Links
Who we are.

mtlaurel
Our Corp Campus in Mt. Laurel, NJ

PHH Mortgage is one of the top ten originators of retail residential mortgages in the United States.  We offer you unsurpassed service, a full range of programs at competitive rates, and the smoothest mortgage experience in the industry.

In 2006 alone, PHH Mortgage provided $41 billion in mortgage financing for American homes, and every day we help more people fulfill the dream of home ownership.

PHH Mortgage operates out of two main facilities in Mount Laurel , NJ and Jacksonville, FL - employing a combined total of more than 5,200 team players.
 
We've received numerous awards, including Best 100 Places to Work in IT (Computerworld), Top 25 Companies that Care, Training Top 100, and more.  And, we were recently ranked #1 by Inside Banking for our reliable closings and accurate Good Faith Estimates and we constantly receive 98%-100% "I would recommend" ratings from buyers AND realtors in post-closing surveys.
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SPECIAL FINANCING CAN HELP!
 
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CALL ME ABOUT OUR SPECIAL FINANCING PROGRAM FOR YOUR LISTINGS TODAY!
 
IT'LL MAKE YOUR PHONE RING!
Dear Sam,
 
Sam
How the experts tell you how to meet people!
 
Roger Dawson, a motivational speaker has this great advice on how to make an impression on the next person you meet.
 
I am listening to another self-help tape series by Roger Dawson entitled "Secrets of Power Persuation" that is very good.  Here's his advice on how to make an impression on them.
 
Step number one is to have a good firm but not too firm handshake.  Get advice from your friends about how your handshake feels.  No dead fish or macho grips! 
 
While holding the handshake, do the following two steps. 
 
Step number two is to look them in the eyes and study their eyes and make a mental note of the color of their iris which puts a twinkle in your eye. 
 
The final step is to think thoughts like "I really want to get to know you" or "I am real interested in you" which somehow comes out and they can sense this.
 
Try this easy 3-step process with your next meeting and try it with me too!  I'll do the same with you and let's see what happens!
 
Your initial impression is going to go a long way in establishing trust, confidence and rapport which is going to translate into more business for you!
 
 
Sam Thompson
PHH Mortgage
Senior Mortgage Advisor
 
'The FHA and VA Guy'
 
843-230-7929
 
Lowe's discount
 
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Forward this link to new or existing customers to bring VALUE!

What to expect at closing (cool video)
whattoexpect
On a scale of 1 to 10...
 
itstinks

Are you getting mixed signals from
your buyers and sellers?
 
 
Roger Dawson had another great idea that I incorported into a tip for you in your business with a numerical way of getting more definition from your prospects to make sure you are reading them right.  The next time you show a property, as soon as you get back into the car and before you crank it up, ask this question. 
 
On a scale from one to ten with one being "I hated it" and 10 being "I just have to have it", where was this house on that scale?
 
This scaling gets them to rate it and then ask "why did you rate it there and why not higher"?  This ranking helps you and them in prioritizing all of the houses that you show them and will shorten the time for you and them in finding their place on earth.  It'll also help you to identify their hot buttons and issues that they can't live with or without. 

You can also get them to come up with a name for the house so they can visually remember it; a previous tip I sent you from Marilyn Jennings, author of "Championship Selling".  This will tie in nicely with this numerical ranking idea...

So, before driving off, make some notes and then everyone will be better prepared for future showings and they will be less confused and hopefully, they find a house much quicker for your commission's sake.
 
This can help you when working with a prospective seller too.  You can ask a question like this to get their opinon about your accessment of their property in terms of how you priced it or how you are planning on marketing it for them.
 
This is also how therapists get their patients to explain how much pain that they are feeling and it really is much better than just asking how bad it hurts.  Don't you agree?
 
Here's a final question for you. How do you rate me and my company on a scale of 1 to 10 and why?  How do we stack up to our competition?  What are they doing better than us and what can we do to earn your business or more of your business?
 
I would really like to know our ranking with you so we can improve our service and help you more!   In addition to being your "JUMBO GUY" or "FHA and VA Guy", I want to be your "GO TO - MORTGAGE GUY!"
 
I really do appreciate you and want you to be very successful in this business.  Together, we can make our families proud.
 
The Magic Word - Attitude!
 

attitude

 

You can make a difference in the lives of everyone you meet during the day.  In fact, you definitely will make a difference for the people you see.  More specifically, for the people who see you.

If you think about the people who make an impression on you during your days, you will see some common traits.  They will be the people who connect with you.  Perhaps because they look you in the eye.  Perhaps because they engage you in a conversation. Perhaps because they interact with you in some other way.

But the way that they are when they communicate with you will make all the difference.

As Ralph Waldo Emerson said "Who you are speaks so loudly I can't hear what you're saying." Who people are being when they connect with you in some way makes all the difference.

A smile.
A frown.
Encouragement.
Complaints.

Each of these approaches makes a difference.

As you consider how you impact the people around you, you need only to consider how are you being as you meet them.

Smiling, using their names, encouraging them, and genuinely caring about them all increase your influence.

Complaining or looking like you've been sucking on green persimmons isn't going to connect you positively with others.

The good news is that you decide how you will be.

Will you make a positive difference?  It's up to you.


Earl Nightingale calls "attitude" the "magic word" and Nightingale-Conant devoted a whole self-help motivational tape series to this.

 

 

"The longer I live, the more I realize the impact of attitude on life.  Attitude, to me, is more important than education, than money, than circumstances, than failures, than successes, than what other people think or say or do.  It is more important than appearance, giftedness, or skill.  It will make or break a company... a church... a home.  The remarkable thing is we have a choice everyday regarding the attitude we embrace for that day. 

 

We cannot change our past... we cannot change the fact that people act in a certain way.  We cannot change the inevitable.  The only thing we do is play on the one string we have, and that is our attitude... I am convinced that life is 10% what happens to me and 90% how I react to it.  And so it is with you... we are in charge of our ATTITUDES."

 

Author of "Attitude" -  Chuck Swindol

 

 Weekly Tip -  Get your Sellers Pre-Approved too!!
 
whichway
What?
 
Are your SELLERS sure they know which way they are going?  Before you invest a whole lot of time with a seller, make sure that they can get a new home first!  This can be a deal breaker and possibily after you have invested weeks of work and time that you could have been working with someone else.
 
It's real simple.  Just say, "When you sell this, where will you be moving?"  "Will you be paying cash or will you be getting a mortgage?"  "Well, just to make sure that you are going to be comfortable with your new mortgage with the size house that you want, why don't we get Sam to pre-approve you for a new home now?  He'll help you understand how you can apply your proceeds from this one and go over several options for your downpayment and payment plans to be sure that you are going to be happy."
 
By probing this, you might be able
to get a buyer or a referral too!
 
If you will invest a few minutes doing this up-front, you are going to be a whole lot more successful in this business!  Because if they find out that that won't like the new payments or worse yet, that they can't get approved for a new loan, that is going to kill the listing for you!
 
Let's team up and help each other this way!
 
Weekly Mortgage Market Commentary
 
Don't let the financial markets squash your clients and your transactions!  Stay informed by reading my new daily "Daily Rate Lock Commentary" or just call me to find out what is going on!  If you want to be included in this distribution, just call or email me.  Remember, knowledge is power and the more educated you are in your industry, the higher quality buyers you are going to attract and that means easier closings, bigger houses and more money in your "hip national bank!"  And since rates are still climbing, call us to get your clients in our 90 day rate protection as soon as possible!


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Rate Lock Advisory - Sunday Oct. 28th



This week is packed with economic releases and major events that w ill likely lead to a fair amount of volatility in the markets and mortgage pricing. There are seven reports scheduled for release along with another FOMC meeting. There is no relevant data due tomorrow, so all seven reports come over four days.

The first data will be posted Tuesday morning with the release of the Consumer Confidence Index (CCI) for the month of October. This Conference Board index will be posted at 10:00 AM and gives us a measurement of consumer willingness to spend. It is expected to show a small increase from last month's 99.8 reading, indicating that consumers are more likely to make large purchases in the near future. As long as the reading doesn't exceed 100.0, we will likely see the bond market react favorably to this report. This data is watched closely because consumer spending makes up two-thirds of the U.S. economy.

The second report of the week will be posted Wednesday morning with the release of the preliminary rea ding of the 3rd Quarter Gross Domestic Product (GDP). The GDP is considered to be the benchmark measurement of economic growth because it is the sum of all goods and services produced in the U.S. and is likely to have a major impact on the financial markets and mortgage pricing. There are three versions of this report, each a month apart. Wednesday's release is the first and usually has the biggest impact on the markets. Current forecasts call for an increase of approximately 3.1% in the GDP. I think we need to see a smaller increase for the bond market to rally and mortgage rates to drop. Just matching the estimate will probably bring a stock market rally and could cause mortgage rates to rise.

The second report of the day will be the 3rd Quarter Employment Cost Index (ECI), which tracks employer costs for salaries and benefits. Rapidly rising costs raises wage inflation concerns and may hurt bond prices. It is expected to show an increase in costs of 0.9%. A small er than expected increase would be good news for bonds and mortgage rates.

The week's FOMC meeting is a two-day meeting that begins Tuesday and adjourns Wednesday afternoon. It is expected to bring another rate cut to key short-term interest rates. Assuming this does happen, traders will be looking at the post-meeting statement for any indication of the Fed's next move. While it is widely expected that the Fed will cuts rates at this meeting, there is a lot of different opinions of when the following cut will come, if at all. The meeting will adjourn at 2:00 PM Wednesday, so look for quite a bit of volatility during afternoon hours.

September's Personal Income and Outlays report will be posted early Thursday morning. This data gives us an indication of consumer ability to spend and current spending habits. It is important to the markets because consumer spending makes up two-thirds of the U.S. economy. Rising income generally indicates that consumers have more money to spend, making economic growth more of a possibility. This is bad news for the bond market and mortgage rates because it raises inflation concerns, making long-term securities such as mortgage related bonds less attractive to investors. Analysts are expecting to see increases of 0.4% in income and 0.4% in outlays.

The Institute for Supply Management (ISM) will release their Manufacturing Index for October late Thursday morning. This index measures manufacturer sentiment and can have a considerable impact on the financial markets and mortgage rates. Current forecasts call for a no change from September's 52.0 reading. If we get a reading below 52.0, we should see mortgage rates drop Thursday morning. On the other hand, a reading above 52, indicating manufacturing activity is strengthening, could fuel a stock rally and drive mortgage rates higher.

Friday brings us the release of one of the most important monthly reports - the Employment report. The Labor Department will post October's employment stats early Friday morning. The report is comprised of many statistics and readings, but the most important ones are the unemployment rate, the number of new jobs added or lost during the month and average hourly earnings. Current forecasts call for no change in the unemployment rate of 4.7%, new payrolls up approximately 90,000 and a 0.3% increase in average earnings. The ideal scenario for mortgage shoppers would be a higher unemployment rate than 4.7%, a smaller than expected increase in jobs and no increase in the earnings portion.

Also on tap for Friday is September's Factory Orders report. This report is similar to last week's Durable Goods Orders release except it includes orders for both durable and non-durable goods. It is expected to show 1.0% rise in orders from August's level. A larger increase would be bad news for the bond market and mortgage rates while a much s maller than expected increase is good news. However, with the almighty Employment report being released ahead of it, I doubt this data will affect mortgage rates Friday.

Overall, it is going to be a pretty active week for the bond market and mortgage rates. Wednesday's GDP report and Friday's Employment report are the single most important releases of the week. Wednesday will likely be the most important day with the GDP and FOMC meeting, but Friday's data can also lead to sizable changes in mortgage rates. I am expecting to see significant movement in rates this week, so please maintain contact with your mortgage professional.

If I were considering financing/refinancing a home, I would.... Lock if my closing was taking place within 7 days... Float if my closing was taking place between 8 and 20 days... Float if my closing was taking place between 21 and 60 days... Float if my closing was taking place over 60 days from now... This is only my opinion of what I would do if I were financing a home. It is only an opinion and cannot be guaranteed to be in the best interest of all/any other borrowers.

©Mortgage Commentary 2007
 
 

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Let me know if I can take an application for you anytime!  And, please let me know if you like the format of this email service.  I hope you are reading these so you can stay up on your profession and so you can make more money too!
 
Also, I am available to do a "Hit the Ground Running Workshop" with any agents interested in learning tons of things they can do to help them succeed in Real Estate.  I need at least 5 agents, brand new or experienced, looking for some motivation to put this on for you that will take 2-3 hours, depending on your involvement!  These are designed to be interactive so you can learn more about yourself and so you will walk away with a stronger sense of self-confidence too.

These are fun and motivational!
 
If you don't get at least 10 great ideas that can really help your business, I'll take you to lunch and give you a few more!
 
What are you waiting for?  Gather support with 4 of your colleagues and call me today!
 
 
 

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We'll guarantee your closing date.  We're so confident that we will close when you say so, that if we don't, we will reduce your interest rate by 1/8 of one percent for the life of your loan.*

 

We offer FREE pre-approvals to qualifying homebuyers!  With a mortgage pre-approval, you can shop for the home of your dreams with confidence. You'll know just how much you can afford and increase your negotiating power. **

 

We take pride in being a lender you can trust.  As our mission states, "we promise to treat customers like family." We take this oath seriously, and our goal is to provide you with the superior service you deserve - guaranteed.

 

* Approved, conventional, purchase loans only. Closing date to be mutually agreed upon between customer and bank, and customer must provide all required documentation. Timely request for payment under guarantee is required. ¹Inside Mortgage Finance, Copyright 2006

 
 
 
 
I hope you have a great week this week in real estate.  Call me if I can help you with that!!

Sam Thompson - "The FHA and VA Guy"
PHH Mortgage
Senior Mortgage Advisor

 
 
843-230-7929