Mortgage Minute Newsletter
From Sam Thompson, your mortgage advisor.                          June, 2007- Vol 1, Issue 4
In This Issue
How are you spending your marketing dollar$s?
Summer Vacations Coming - Don't trust just anybody with your closings!
Sales Tip: FSBOs - Lead Generators!
Marketing Commentary - From Larry Baer
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Dear Sam,
Sam
They say that it takes 10 complements to offset 1 complaint.  Does this help you see why service is so important?
 
We get it!  Over 98% - 100% rate us 'I would recommend' on a consistent basis.  We pride ourselves in providing outstanding service to our borrowers and agents.  Try us and you will see what I mean!
 
Sam Thompson
PHH Mortgage Advisor
 
843-230-7929
 
How are you spending your marketing dollar$s?
 

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I recently listened to a strategic marketing tape series called "How to Market Your Professional Expertise" by Nido Qubein that had some great advice. 
 
Here are a few excerpts:
  • Watch your competition to see what they are doing on a consistent basis, year after year and then emulate those things, only better.
  • Develop your plan based on your expected annual sales and decide what you need to spend for the year, then set aside the appropriate percentage from every sale you make into your marketing account and only spend that amount.
  • Understand that it's not what you like to do, it's what your customer's want.
  • Think about specializing in one aspect that you can promote.
  • Know your unique strengths and what separates you from your competition and then promote that in everything your do.  If you are new in real estate, your enthusiasm can be your promotional hook.  Just back up your lack of experience with the strength of your brand and your broker.
  • Your word-of-mouth referrals are more important than the rest of your advertising efforts combined. 
And when you think about marketing, remember that we have free, customizable and very professional looking marketing material available for your business.  We are doing everything we can to ensure that you are successful because we care about you!  Email me or call me if you want help with using our free services.
 
Don't let summer vacations jepardize your closings!
 
familyvacation mtvacation sandcastles fishingvacation
 
With vacations and the 4th of July holiday coming up, don't trust just anybody to help you close your loans this summer!!  Not only are we well stafted to help you, we are very easy to work with in working around attorney, insurance company, inspectors, appraisers and your clients's vacations too.
 
We have you covered with our automated paperless system, highly trained processing professionals, our agent helpdesk, our www.mortgageloanstatus.com website and your friendly local Mortgage Advisor (me) to answer your questions and to make sure your loans close on time.  Don't ruin your summer stressing with other lenders while the processors are taking their vacations, stick with us so you and your clients can enjoy YOUR FAMILY VACATION with your family and friends!

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Weekly Sales Tip -  Try a new approach with your FSBOs!

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FSBOs have their reasons for trying it alone which are too many to list but for the most part, they think they can do it without paying a realtor, right?  Well, with that in mind, asking for their listing is not usually well-received and you know that they are getting 5-10 mailings a week (or PER DAY for a good FSBO!) from Realtors asking for this so why not try a different approach?

Team up with me and tell them that you aren't interested in their listing right now, you just want their buyers not selecting their home.  Spin it by encouraging them to try selling it on their own and offer to help them with some advice whenever they need it and offer to pre-qualify all of their buyers in exchange!
 
Think about it this way, most buyers coming to their door will not buy their home (ONLY ONE CAN ACTUALLY BUY IT! and you can help them with that one too!) so by telling your FSBOs to let us 'screen' all of their prospects first, this saves them time, eliminates unneccesary inconveniences and helps protect their safety and security.
 
And this gets you many more buyers!!
 
Make sure to also tell them that 65% - 70% of the buyers that we see in this market cannot get pre-approved due mainly to credit and income issues so they really should screen them first by requiring a pre-approval letter or bank statement for the ones claiming to be paying cash!  Otherwise, their home is going to be a revolving door to many unqualifiable buyers.  And also tell them that you are concerned for their safety and the security of their belongings that opening their home without having experience doing this can bring.
 
Let's team up and pre-approve their buyers and by providing these services, they are going to probably choose you if they ever get tired of trying it alone. 
 
In the meantime, think of FSBOs as lead generating engines and you are going to make a whole lot more money in your real estate career!
 
Call me anytime if you want to team up with a FSBO!
MARKET COMMENTARY - From Larry Baer
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Friday, June 22, 2007

9:47 AM Central Time

Daily Commentary

By Larry Baer, Market Alert


SHORT-TERM TREND (20 days or less) Favors higher rates and lower prices

SUGGESTED PIPELINE STRATEGY: I think there is still a strong probability sellers will take at least one more stab at pushing the Fannie Mae 6.0% 30-year mortgage-backed security back down to something in the 98.156 to 97.718 price range before the potential for a multi-week rally to lower mortgage interest rates and higher prices develops in earnest.

Markets very seldom "crash up" - but they do have a nasty habit of "crashing down." There are a ton of both domestic and global cross-currents buffeting mortgage invertors right now. Under these conditions I think it far wiser to be OUT of the market and run the risk of winding up wishing you were IN as opposed to being IN the market and winding up wishing to heck you were OUT.  I recommend that you wait for the price of the Fannie Mae 6.0% 30-year mortgage-backed security to close above a price of 98.937 before initiating new floating loan positions. (Some may feel the tug to expand their "floating" loan pipeline well before that price point is reached but in my judgment, the risk versus the reward profile of that strategy is too questionable at this juncture.)

If buyers once again stage a solid buying spree as we approach the low 98 to high 97 price level I think it is likely that the worst of the run-up in mortgage interest rates this year will be behind us.  Patience will almost certainly pay significant dividends this week.

LONG-TERM TREND (21 days or more)  Favors higher rates and lower prices

SUGGESTED PIPELINE STRATEGY:  Maintain a "lock 'em if you've got 'em" pipeline risk management strategy until/unless the Fannie Mae 6.0% 30-year mortgage-backed security can muster the momentum to close above a price of 99.968.

Commentary:  The economic calendar is bone-dry today; a condition that will allow investors the opportunity to tidy up their positions in front of the coming week when data and event risk will flow thick and fast.

Traders will focus intently on the result of a two-day Federal Open Market Committee policy meeting (scheduled for Tuesday and Wednesday). Market participants broadly anticipate the Fed will hold short-term interest rates steady, but they'll dissect every syllable of the post-meeting statement (scheduled for release at 2:15 p.m. ET on Wednesday) for the slightest hint of what to expect next from the Fed. Traders will also turn the spotlight on reports concerning the pace of new and existing home sales (10:00 a.m. ET Monday and 10:00 a.m. ET Tuesday), the final estimate of first-quarter Gross Domestic Product (8:30 a.m. ET Thursday), and the level of consumer inflation as measured by the personal consumption expenditure component of the May income and spending statistics (8:30 a.m. ET Friday).

As if the swirl of macro-economic data was not enough for market participants to contend with - Uncle Sam will be splashing around in the global financial markets next week looking to borrow $18 billion in the form of 2-year notes on Tuesday and an additional $13 billion in the form of 5-year notes on Wednesday.

Be patient be disciplined and play it by the numbers.

THE MARKET IS ALWAYS RIGHT! YOU AND I ARE SOME OF THE TIME.

If you require further clarification of today's market commentary don't hesitate to call us at:

972-612-2076   or   800-382-3865


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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" seminar with any agents interested in learning tons of things they can do to help them succeed in Real Estate.  Call me to schedule this.  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 the involvement!
I hope you have a great week this week in real estate.  Call me if I can help you with that!!

Sam Thompson
PHH Mortgage Advisor

843-230-7929