I am not your ordinary Mortgage Professional. What you are about to experience is a cutting-edge marketing platform designed to build and grow referrals...together. And the book you’re about to review reveals what I proudly call
“A Whole New Wave of Service”
Bill Lavelle
VP of Construction Lending Equity Resources, Inc. Cell: (614) 563-4086 blavelle@callequity.net NMLS 712886
www.callequity.com 7251 Sawmill Rd Ste 100 Dublin, OH 43016
A NEW WAVE IN SERVICE.
My goal is singular‌ To help you sell more homes!
1) Send referrals to you! 2) Provide tools & systems to help those looking make decisions quicker and to increase our pull through ratio. 3) Use Creative Mortgage Solutions to grow the number of people interested in your listings. If you have a listing where 50 people qualify, yet I can show you how 75 people qualify, your listing will sell faster!
My plan is to work with a few select professionals who wish to partner together and truly add value.
s) (not donut
National Association of REALTORS®
PROFILE OF HOME BUYERS AND SELLERS
The Voice for Real Estate®
2017 Profile Of Home Buyers And Sellers Highlights Characteristics of Home Buyers
The Home Search Process
● First-time buyers made up 35 percent of all
● Among nearly all generations of home buyers, the first step taken was to look online for properties.
home buyers, an increase over last year’s near all-time low of 32 percent. Sixty-six percent of buyers 36 years and younger were first-time buyers, followed by buyers 37 to 51 years at 26 percent.
● Buyers typically searched for 10 weeks and
looked at a median of 10 homes. The length of the home search was the longest for buyers 37 to 51 years old at 12 weeks.
● At 34 percent, buyers 36 years and younger
continue to be the largest generational group of home buyers with a median of 31 years old. Buyers between 37 and 51 were reported to have the highest household incomes among any other generation at $106,600, followed by buyers between 51 and 60 that had an income at $93,800 (down from $100,200).
● As a result of an internet home search, buyers
most often walked through the home that they viewed online. Buyers 51 years and younger saw the exterior of homes because of searching online for properties. The most important website feature was photos for nine in 10 buyers under the age of 62.
● Sixty-six percent of recent buyers were married
couples, 17 percent were single females, seven percent were single males, and eight percent were unmarried couples.
● Thirty-eight percent of all buyers had children
under the age of 18 living at home. Sixty-two percent of buyers between 37 and 51 years had at least one child under the age of 18 residing in the home.
● Eleven percent of home buyers purchased a
multi-generational home to take care of aging parents, for cost savings, and because children over the age of 18 are moving back. One in five buyers aged 52 to 61 purchased a multigenerational home. Buyers 62 to 70 was the second largest share (14 percent).
● The most common reasons for recently
purchasing a home differed between the generations. For all three groups under the age of 61 years, the main reason for purchasing was the desire to own a home of their own. Among the 62 to 70 age group, the desire to be closer to friends and family and retirement were the top two reasons to purchase at 19 percent. Buyers between 71 and 91 purchased their home to be closer to family and friends and for the desire for a smaller home (23 percent).
Home Buying and Real Estate Professionals ● Eighty-eight percent of all buyers purchased
their home through an agent, as did 92 percent of buyers 36 years and younger, 88 percent of buyers 37 to 51, and 87 percent of buyers 52 to 61 years. Ten percent of buyers 71 and older purchased their homes directly from the previous owner.
● As high as 52% of buyers found their agent
through a referral from a friend or family member. Referrals continue to be the way that most buyers find their real estate agent.
● When choosing an agent to work with, having an agent that is honest and trustworthy was the most important factor for buyers. Nearly seven in 10 buyers interviewed only one real estate agent during their home search, consistent across all generations. (24 percent).
● Eighty-eight percent of buyers would use their
agent again or recommend their agent to others, also consistent across all generations.
Characteristics of Homes Purchased ● Buyers of new homes made up 14 percent,
buyers of previously owned homes made up 86 percent.
● Heating and cooling costs were the most
important environmental features for recent home buyers, with 84 percent finding these features at least somewhat important. For buyers 36 and younger, commuting costs were more important than heating and cooling costs at 39 percent and 31 percent respectively.
National Association of REALTORS®
|
2017 Home Buyer and Seller Generational Trends
2017 Profile Of Home Buyers And Sellers Highlights Financing the Home Purchase
● Recently sold homes were on the market for
a median of four weeks. For sellers 36 years and younger, time on market was a median of three weeks and a median of five weeks for sellers 71 years and older.
● Eighty-eight percent of recent buyers financed their home purchase.
● For 61 percent of buyers, the source of their
● Thirty-six percent of all sellers offered incentives
down payment came from their savings and 35 percent from the proceeds from the sale of a primary residence. Seventy-five percent of buyers 36 years and younger used savings (down from 80 percent) to finance their home purchase compared to only 41 percent of buyers 71 years and older. Buyers 62 to 70 years used proceeds from a previous sale more than any other generation at 56 percent.
to attract buyers. This varies across age groups where it was the less likely for sellers 71 years and over to offer incentives and more likely for sellers 36 years and younger.
Home Selling and Real Estate Professionals
● Thirteen percent of all buyers cited that saving
● Sixty-four percent of recent home sellers used a
● Fifty-nine percent of all buyers used conventional
● Fifty-five percent of sellers used the same agent
referral or the same real estate agent they had worked with in the past. That number jumps to 74 percent for home sellers aged 36 and younger.
for a down payment was the most difficult step in the home buying process. loans to finance their home.
to buy and sell their homes.
Home Sellers and Their Selling Experience
● The typical seller has recommended their agent
● Sellers 37 to 51 years made up 29 percent of all
● Eighty-five percent said that they would definitely
twice since selling their home.
(70 percent) or probably (15 percent) recommend their agent for future services.
sellers, had a median age of 44 years, and reported the highest income of $122,100.
● Seventy-two percent of all sellers moved within the same state.
● For all sellers, the most commonly cited reason
for selling their home was that it was too small (18 percent), followed by the desire to move closer to friends and family (15 percent), and a job relocation (14 percent). For sellers 36 and under, they cited that the home was too small (37 percent, up from 31 percent last year), which was higher than any other age group. For sellers 62 years and over, they cited they wanted to be closer to friends and family (26 percent). Sellers 37 to 51 years cited that the home was too small (26 percent) and selling for a job relocation (22 percent).
● Sellers typically lived in their home for 10 years before selling.
● Ninety percent of home sellers worked with a real
estate agent to sell their home, which is consistent across all age groups.
● For recently sold homes, the final sales price
was a median 98 percent of the final listing price. For sellers 36 years and younger, the final sales price was 99 percent of the listing price and only 96 percent of the listing price for sellers 71 years and older.
National Association of REALTORS®
|
2017 Home Buyer and Seller Generational Trends
A NEW WAVE IN SERVICE.
I BELIEVE: Find the customer’s needs and supply solutions. HOW? Listen. I always try to give 2-3 options tailored to their needs using all the mortgage programs available
Why 2-3 options?
Every customer is different.
Plus, I like to double check...
A NEW WAVE IN SERVICE.
Some customers' “emotional roller coaster� has more highs and lows than others...
...so I have flyers to help reassure, to evoke confidence and to let them know this is normal. Flyers can be co-branded!
Bill Lavelle VP of Construction Lending Equi ty Res ources , Inc. (614) 563-4086 BLa vel l e@ca l l equi ty.net www.ca l l equi ty.com NMLS 712886 7251 Sa wmi l l Rd Sui te 100 Dubl i n, OH 43055
NMLS 1579. AL MC20405.002; CT ML-1579, ML-BCH-1627019, ML-BCH-1315500; DC MLB1579, MLB318356, MLB206792, MLB1244789, MLO1477823; DE 9521, 18096, 11829, 19804; FL MLD880, MLDB1628, MLDB1629, MLDB2489, MLDB4487, MLDB5545, MLDB5937, MLDB6392; IN 11055 & 9940; KY MC824; MA ML1579, ML1315500, ML1577203; MD 14944, 15822, 19299, 19954, 19044, 21427, 21595, 21641, 22144, 22436; MI FR-0018548; NC L134393; NH 21234-MB, 21328-MB-BCH, 21500-MB-BCH, 21749-MB-BCH; OH MBMB.850263.000 & SM501794; PA Dept of Banking; RI 20153125LL; SC MLS-1579, MLB-153088, MLB-1087981, MLB-1133899, MLB-1512230; VA NMLS 1579 (www.nmlsconsumeraccess.org) DBA Equity Resources of Ohio, Inc., ERI Mortgage, Inc., Equity Resources, Inc. of Ohio, Equity Resources of Ohio. Certain restrictions apply, call for details.
Bill Lavelle VP of Construction Lending Equi ty Res ources , Inc. (614) 563-4086 BLa vel l e@ca l l equi ty.net www.ca l l equi ty.com NMLS 712886 7251 Sa wmi l l Rd Sui te 100 Dubl i n, OH 43055
NMLS 1579. AL MC20405.002; CT ML-1579, ML-BCH-1627019, ML-BCH-1315500; DC MLB1579, MLB318356, MLB206792, MLB1244789, MLO1477823; DE 9521, 18096, 11829, 19804; FL MLD880, MLDB1628, MLDB1629, MLDB2489, MLDB4487, MLDB5545, MLDB5937, MLDB6392; IN 11055 & 9940; KY MC824; MA ML1579, ML1315500, ML1577203; MD 14944, 15822, 19299, 19954, 19044, 21427, 21595, 21641, 22144, 22436; MI FR-0018548; NC L134393; NH 21234-MB, 21328-MB-BCH, 21500-MB-BCH, 21749-MB-BCH; OH MBMB.850263.000 & SM501794; PA Dept of Banking; RI 20153125LL; SC MLS-1579, MLB-153088, MLB-1087981, MLB-1133899, MLB-1512230; VA NMLS 1579 (www.nmlsconsumeraccess.org) DBA Equity Resources of Ohio, Inc., ERI Mortgage, Inc., Equity Resources, Inc. of Ohio, Equity Resources of Ohio. Certain restrictions apply, call for details.
Bill Lavelle VP of Construction Lending Equi ty Res ources , Inc. (614) 563-4086 BLa vel l e@ca l l equi ty.net www.ca l l equi ty.com NMLS 712886 7251 Sa wmi l l Rd Sui te 100 Dubl i n, OH 43055
NMLS 1579. AL MC20405.002; CT ML-1579, ML-BCH-1627019, ML-BCH-1315500; DC MLB1579, MLB318356, MLB206792, MLB1244789, MLO1477823; DE 9521, 18096, 11829, 19804; FL MLD880, MLDB1628, MLDB1629, MLDB2489, MLDB4487, MLDB5545, MLDB5937, MLDB6392; IN 11055 & 9940; KY MC824; MA ML1579, ML1315500, ML1577203; MD 14944, 15822, 19299, 19954, 19044, 21427, 21595, 21641, 22144, 22436; MI FR-0018548; NC L134393; NH 21234-MB, 21328-MB-BCH, 21500-MB-BCH, 21749-MB-BCH; OH MBMB.850263.000 & SM501794; PA Dept of Banking; RI 20153125LL; SC MLS-1579, MLB-153088, MLB-1087981, MLB-1133899, MLB-1512230; VA NMLS 1579 (www.nmlsconsumeraccess.org) DBA Equity Resources of Ohio, Inc., ERI Mortgage, Inc., Equity Resources, Inc. of Ohio, Equity Resources of Ohio. Certain restrictions apply, call for details.
Bill Lavelle VP of Construction Lending Equi ty Res ources , Inc. (614) 563-4086 BLa vel l e@ca l l equi ty.net www.ca l l equi ty.com NMLS 712886 7251 Sa wmi l l Rd Sui te 100 Dubl i n, OH 43055
NMLS 1579. AL MC20405.002; CT ML-1579, ML-BCH-1627019, ML-BCH-1315500; DC MLB1579, MLB318356, MLB206792, MLB1244789, MLO1477823; DE 9521, 18096, 11829, 19804; FL MLD880, MLDB1628, MLDB1629, MLDB2489, MLDB4487, MLDB5545, MLDB5937, MLDB6392; IN 11055 & 9940; KY MC824; MA ML1579, ML1315500, ML1577203; MD 14944, 15822, 19299, 19954, 19044, 21427, 21595, 21641, 22144, 22436; MI FR-0018548; NC L134393; NH 21234-MB, 21328-MB-BCH, 21500-MB-BCH, 21749-MB-BCH; OH MBMB.850263.000 & SM501794; PA Dept of Banking; RI 20153125LL; SC MLS-1579, MLB-153088, MLB-1087981, MLB-1133899, MLB-1512230; VA NMLS 1579 (www.nmlsconsumeraccess.org) DBA Equity Resources of Ohio, Inc., ERI Mortgage, Inc., Equity Resources, Inc. of Ohio, Equity Resources of Ohio. Certain restrictions apply, call for details.
A NEW WAVE IN SERVICE.
How do I keep track of all the pre-quals? I can’t. I tried...and failed.
So I invested in a system to make it
Goof Proof!
Eri Purchase Prospect Campaign - in Progress - Home Shopper Campaign
Equity Resources, Inc.
25 Events Timeline Type
Event Name
Addressed To
Timing
1
Phone Call
Introductory Call
2
Thanks for Your Time
Primary and Secondary Contact
2 Days Out
3
Getting to Know You Survey
Primary and Secondary Contact
4 Days Out
4
Phone Call
Courtesy Call
5
The Power of Pre-qualification
6
Phone Call
Courtesy Call
14 Days Out
7
Phone Call
Courtesy Call
21 Days Out
8
Phone Call
Courtesy Call
28 Days Out
9
Riddle: Should You Play the Waiting Game?
10
Phone Call
Courtesy Call
11
Can You Spot the Mistake This Home Buyer Made?
Primary and Secondary Contact
44 Days Out
12
Here's One Critical Question Every Home Buyer Should Ask
Primary and Secondary Contact
54 Days Out
13
Phone Call
Courtesy Call
14
Please Review Your Credit Report
Primary and Secondary Contact
74 Days Out
15
Checking In - How Are You?
Primary and Secondary Contact
84 Days Out
16
Phone Call
Courtesy Call
17
Determining a Home's Value: See if You Can Solve this Riddle.
Primary and Secondary Contact
94 Days Out
18
3 Ways Your Home Mortgage Factors Into Your Financial Future
Primary and Secondary Contact
114 Days Out
19
Phone Call
Courtesy Call
20
If I Order an Appraisal, Do I Still Need a Home Inspection?
Primary and Secondary Contact
124 Days Out
21
Important Read: Here's How My Clients Beat the Clock By Preparing Ahead
Primary and Secondary Contact
134 Days Out
22
Phone Call
Courtesy Call
23
Can You Solve the Case of Unintended Consequences?
Primary and Secondary Contact
154 Days Out
24
Can You Solve the Case of the Quick Credit Catastrophe?
Primary and Secondary Contact
168 Days Out
25
Todo Task
Disposition the Prospect
1 Days Out
7 Days Out Primary and Secondary Contact
Primary and Secondary Contact
14 Days Out
34 Days Out 42 Days Out
56 Days Out
86 Days Out
116 Days Out
146 Days Out
180 Days Out
Plus...I can print REPORTS of our pre-quals. BOTTOM LINE: By consistently keeping in touch, we will keep pre-quals more connected and sell more homes.
Year
A NEW WAVE IN SERVICE.
But what about those young first-time home buyers or techie people? Another really good question.
A NEW WAVE IN SERVICE.
Bill Lavelle
614-563-4086
A NEW WAVE IN SERVICE.
A NEW WAVE IN SERVICE.
Hey, it’s in contract! We’re done! NO, not if we want to create... Raving Fans
Signed contract After 10 weeks
Visiting 10 homes
A NEW WAVE IN SERVICE.
1 Day after I receive the contract: The appraisal and Title will be ordered.
5-7 Working days after receiving the contract: The file goes into Underwriting.
While my team is progressing the file, I can co-brand positive updates with you!
Can be Co-Branded
A NEW WAVE IN SERVICE.
While the loan is processing, it is a key time to keep moving the customer towards a Raving Fan.
•
R av ing Fan
A mid-loan survey is sent to ensure the customer is happy (gauge to see where we are from a satisfaction level)
•
A gift is mailed to the customer when the appraisal is ordered.
•
I believe consistent communication is critical so I do calls twice/week to the customer.
•
I also do weekly Realtor updates (if preferred)
•
My underwriting time is 24 hours— all the time!
I invest a lot to make this a smooth and educational process.
A NEW WAVE IN SERVICE.
The Closing!
Closings •
I push to get the Closing Documents prepared early.
•
I close on time.
•
I attend my closings.
This year I am building my customer “wall of fame” for my team. Every file is a family and I want us to always remember this.
Event Name
Description
Addressed To
Timing Type
Timing Year
Jumbo PostCard
Thank You + Gift (US Flag)
Primary and Secondary Contact
1 Days Out
Referral Partner Satisfaction Survey
Agent
1 Days Out
Client Satisfaction Survey
Primary and Secondary Contact
1 Days Out
Phone Call
Courtesy Call: 30 Days from Closing
Your Objective: Check in, any questions, first payment.
30 Days Out
Phone Call
Courtesy Call: 60 Days from Closing
Your Objective: Check in, any questions, ask for a referral.
60 Days Out
Jumbo PostCard
Settlement Statement Reminder
Primary and Secondary Contact
Static Date February 5
Spring Referral Email
Primary and Secondary Contact
Static Date: March 20
Neighborhood Home Activity Report
Primary and Secondary Contact
Static Date: Feb, May, Aug, Nov
Thinking of You
Primary and Secondary Contact
Static Date: Jan, Apr, Jul, Oct
Jumbo PostCard
4th of July (Old Car)
Primary and Secondary Contact
Static Date July 4
First Class PostCard
Primary Birthday(Cake)
Primary Contact
Dynamic Date Borrower Birthday
First Class PostCard
Co-Birthday(Towels)
Secondary Contact
Dynamic Date Co-Borrower Birthday
The below substitution event will occur if no Co-Borrower. Happy Thanksgiving(Envelope) Primary and Secondary Contact
Jumbo PostCard
Mortgage Review(Newspaper)
Phone Call
Annual Client Review
Dynamic Date Thanksgiving
Primary and Secondary Contact
Your Objective: Check in, review needs, ask for a referral.
Dynamic Date Loan Closing Date
365 Days Out
Can be Co-Branded
EXAMPLES BIRTHDAY CARDS Happy Birthday
(Dynamically reflects Borrower’s name.)
Happy Birthday
(Dynamically reflects Borrower’s name.)
Happy Birthday
(Dynamically reflects Borrower’s name.)
Happy Birthday
(Dynamically reflects Borrower’s name.)
Happy Birthday
(Dynamically reflects Borrower’s name.)
To: Brian & Laura Subject: Thinking of You
Brian & Laura, It’s time for another issue of your Neighborhood Home Activity Report! For most of us, our home is the largest investment we’ll ever make. Below, please find an overview of homes that have either recently sold or are currently for sale near your address. I’ll be sending this analysis every 90 days to help provide insight into local market conditions. If you find it useful, please feel free to forward it on to anyone you think might benefit from this information. Thanks again for your loyal business!
SUBJECT: 572 Richmond Drive, Pataskala, OH 43062 Price
Location
$184,900.00 568 Richmond Dr,Pataskala, OH 43062 $179,900.00 567 Richmond Dr,Pataskala, OH 43062 $184,900.00 572 Richmond Dr,Pataskala, OH 43062 $259,900.00 5293 Watkins Road SW,Pataskala, OH 43062 $169,900.00 203 Wynridge CT,Pataskala, OH 43062 $249,900.00 73 Epernay Ave,Pataskala, OH 43062
Sincerely, Your Loan Officer ________________________________________________________________________________________________
Equity Resources, Inc.
Corporate NMLS 1579. This email and any files transmitted with it are confidential and intended solely for the use of the individual or entity to which they are addressed. If you have received this email in error please notify the system manager. Please note that any views or opinions presented in this email are solely those of the author and do not necessarily represent those of the company. Finally, the recipient should check this email and any attachments for the presence of viruses. The company accepts no liability for any damage caused by any virus transmitted by this email.
Hi Elizabeth, As part of my ongoing service to you, I like to share information on trends in the real estate industry. Please check the map below to see rates of change in home values during the most recent reporting period. My hope is that staying informed of these market changes will help you remain an informed consumer, whether you're comfortable in your home or considering a change. If you have questions or if I can ever be of service to you, your family and your friends, please let me know. I am here to help and happy to do so.
This information is derived from the FHFA All Transactions Index and is compiled by Estate of Mind, Inc., for the period illustrated. Figures shown are historical averages and as such, do not represent price movement for any one property. All property values can rise or fall independently and may do so based on many factors. Information is deemed accurate but not warranted
A NEW WAVE IN SERVICE.
This is how together we will create Referrals. Pretty impressive, huh!
Check this out! Keeping in touch with the right people is the most effective way.
Quarterly Asks 1) Call 2) Thank You Card 3) Email 4) ACR
How do I know the Referrals will come back to me?
One of my first questions is “How did you hear of me?� My system requires this to proceed and save.
A NEW WAVE IN SERVICE.
YEAR
Let’s Do The Math 1
How many buyers transactions do you expect to close this year __________________
2
How many would you refer to me? ______________ X 5:1 Ratio ________________Extra closings together. ________________Extra commission to you.
3
Plus, Referrals from my current database
4
My GOAL Year 1 Year 2
5
The Future Potential is HUGE….
A NEW WAVE IN SERVICE.
I’ve seen “Raving Fans” give 3 referrals over a 12-18 month period and then 2 more over 2 years…so that could be 5 closings over 2 years! This is only if they are “Raving Fans,” but this will take time. We need to make “Raving Fans” together and it’s challenging. I do ask two things: 1) That when we do business we are exclusive together. Meaning, you sell me only and I sell you only. Please don’t give out 3 loan officer cards and I won’t give my referrals 3 Realtor cards. If I’m your #1 lender, great. If I’m your #2 lender, that’s ok, just when you use me, use me only. Not one of three. Fair? 2) We set a time to meet and discuss your listings and brainstorm together how my mortgage products can help expand the number of people eligible to buy your listings. I think over the next 3 months, we should meet face to face once a month to discuss. Then adjust it after this time. Does this sound fair to you? Would you like to partner together? Would I be your #1 or #2 lender? Great, so would I…Let’s set the next face to face meeting—what day is good next month? Time / Place / Date: Now let’s discuss pre-quals: A) How and when do I refer you? 1) What stage do you want them sent to you? 2) Do you want me to email you and have them call you? 3) What areas do you want to cover? B) How and when do you refer me? The next step is….
A NEW WAVE IN SERVICE.
CORE PURPOSE
To improve the lives of families.
1. Integrity, utter sincerity, honest and candor. CORE VALUES
2. Treat everyone as an equal. 3. Always educate everyone on options today and in the future. 4. Create Raving Fans Amazing Customer Service, which is always one step ahead of the industry. Service which leaves the customer pleasantly surprised and passionate about our services thus creating a “raving fan.”
If I don’t walk the talk, here is my boss’s contact information: Bob McKearin at (614) 832-1967