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”
Jeff Harris Mortgage Specialist Equity Resources, Inc. (740) 258-4685 JHarris@callequity.net NMLS 431888, Corporate NMLS 1579 (www.nmlsconsumeraccess.org)
CallEquity.com/Jeff-Harris 25 S Park Pl Newark, OH 43055
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®
3URILOH 2I +RPH %X\HUV $QG 6HOOHUV +LJKOLJKWV &KDUDFWHULVWLFV RI +RPH %X\HUV
7KH +RPH 6HDUFK 3URFHVV
භ )LUVW WLPH EX\HUV PDGH XS SHUFHQW RI DOO
භ $PRQJ QHDUO\ DOO JHQHUDWLRQV RI KRPH EX\HUV WKH ILUVW VWHS WDNHQ ZDV WR ORRN RQOLQH IRU SURSHUWLHV
KRPH EX\HUV D GHFUHDVH IURP ODVW \HDU DW SHUFHQW 6L[W\ ILYH SHUFHQW RI EX\HUV \HDUV DQG \RXQJHU ZHUH ILUVW WLPH EX\HUV IROORZHG E\ EX\HUV WR \HDUV DW SHUFHQW
Æ” %X\HUV W\SLFDOO\ VHDUFKHG IRU ZHHNV DQG
ORRNHG DW D PHGLDQ RI KRPHV 7KH OHQJWK RI WKH KRPH VHDUFK ZDV WKH ORQJHVW IRU EX\HUV WR \HDUV DW ZHHNV
භ $W SHUFHQW EX\HUV \HDUV DQG \RXQJHU
FRQWLQXH WR EH WKH ODUJHVW JHQHUDWLRQDO JURXS RI EX\HUV ZLWK D PHGLDQ DJH RI %X\HUV EHWZHHQ WKH DJHV RI WR ZHUH KDYH WKH KLJKHVW KRXVHKROG LQFRPHV DPRQJ DQ\ RWKHU JHQHUDWLRQ DW IROORZHG E\ EX\HUV EHWZHHQ WR WKDW KDG DQ LQFRPH DW
Æ” $V D UHVXOW RI DQ LQWHUQHW KRPH VHDUFK EX\HUV
PRVW RIWHQ ZDONHG WKURXJK WKH KRPH WKDW WKH\ YLHZHG RQOLQH %X\HUV \HDUV DQG \RXQJHU VDZ WKH H[WHULRU RI KRPHV EHFDXVH RI VHDUFKLQJ RQOLQH IRU SURSHUWLHV 7KH PRVW LPSRUWDQW ZHEVLWH IHDWXUH ZDV SKRWRV IRU QLQH LQ EX\HUV XQGHU WKH DJH RI
භ 6L[W\ ILYH SHUFHQW RI UHFHQW EX\HUV ZHUH PDUULHG
FRXSOHV SHUFHQW ZHUH VLQJOH IHPDOHV VHYHQ SHUFHQW ZHUH VLQJOH PDOHV DQG HLJKW SHUFHQW ZHUH XQPDUULHG FRXSOHV
භ 7KLUW\ VHYHQ SHUFHQW RI DOO EX\HUV KDG FKLOGUHQ
XQGHU WKH DJH RI OLYLQJ DW KRPH 6L[W\ SHUFHQW RI EX\HUV EHWZHHQ WR \HDUV KDG DW OHDVW RQH FKLOG XQGHU WKH DJH RI UHVLGLQJ LQ WKH KRPH
භ 7KLUWHHQ SHUFHQW RI KRPH EX\HUV SXUFKDVHG D
PXOWL JHQHUDWLRQDO KRPH WR WDNH FDUH RI DJLQJ SDUHQWV IRU FRVW VDYLQJV DQG EHFDXVH FKLOGUHQ RYHU WKH DJH RI DUH PRYLQJ EDFN 2QH LQ ILYH EX\HUV DJHG WR SXUFKDVHG D PXOWL JHQHUDWLRQDO KRPH %X\HUV WR \HDUV ZDV WKH VHFRQG ODUJHVW VKDUH DW SHUFHQW
භ 7KH PRVW FRPPRQ UHDVRQV IRU UHFHQWO\ SXUFKDVLQJ D KRPH GLIIHUHG EHWZHHQ WKH JHQHUDWLRQV )RU DOO WKUHH JURXSV XQGHU WKH DJH RI \HDUV WKH PDLQ UHDVRQ IRU SXU FKDVLQJ ZDV WKH GHVLUH WR RZQ D KRPH RI WKHLU RZQ $PRQJ WKH DQG ROGHU DJH JURXSV WKH GHVLUH WR EH FORVHU WR IULHQGV DQG IDPLO\ ZDV WKH WRS UHDVRQ WR SXUFKDVH DW SHUFHQW %X\HUV EHWZHHQ DQG \HDUV DOVR SXUFKDVHG IRU WKH GHVLUH IRU D VPDOOHU KRPH DW SHUFHQW
+RPH %X\LQJ DQG 5HDO (VWDWH 3URIHVVLRQDOV Æ” (LJKW\ VHYHQ SHUFHQW RI DOO EX\HUV SXUFKDVHG
WKHLU KRPH WKURXJK DQ DJHQW DV GLG SHUFHQW RI EX\HUV \HDUV DQG \RXQJHU DQG SHUFHQW RI EX\HUV \HDUV DQG ROGHU 1LQH SHUFHQW RI EX\HUV DQG ROGHU SXUFKDVHG WKHLU KRPHV GLUHFWO\ IURP WKH SUHYLRXV RZQHU
Æ” 5HIHUUDOV FRQWLQXH WR EH WKH ZD\ WKDW PRVW
EX\HUV ILQG WKHLU UHDO HVWDWH DJHQW 5HIHUUDOV E\ IULHQGV QHLJKERUV RU UHODWLYHV ZHUH KLJKHU DPRQJ \RXQJHU EX\HUV VXFK DV \HDUV DQG \RXQJHU SHUFHQW DQG WR SHUFHQW FRPSDUHG WR ROGHU JHQHUDWLRQV
Æ” :KHQ FKRRVLQJ DQ DJHQW WR ZRUN ZLWK KDYLQJ DQ DJHQW WKDW LV KRQHVW DQG WUXVWZRUWK\ ZDV WKH PRVW LPSRUWDQW IDFWRU IRU EX\HUV 6HYHQ LQ EX\HUV LQWHUYLHZHG RQO\ RQH UHDO HVWDWH DJHQW GXULQJ WKHLU KRPH VHDUFK
Æ” (LJKW\ QLQH SHUFHQW RI EX\HUV ZRXOG XVH WKHLU
DJHQW DJDLQ RU UHFRPPHQG WKHLU DJHQW WR RWKHUV DOVR FRQVLVWHQW DFURVV DOO JHQHUDWLRQV
&KDUDFWHULVWLFV RI +RPHV 3XUFKDVHG භ %X\HUV RI QHZ KRPHV PDGH XS SHUFHQW DQG
EX\HUV RI SUHYLRXVO\ RZQHG KRPHV PDGH XS SHUFHQW
Æ” +HDWLQJ DQG FRROLQJ FRVWV ZHUH WKH PRVW LPSRUWDQW HQYLURQPHQWDO IHDWXUHV IRU UHFHQW KRPH EX\HUV ZLWK SHUFHQW ILQGLQJ WKHVH IHDWXUHV YHU\ LPSRUWDQW
National Association of REALTORS®
|
2018 Home Buyer and Seller Generational Trends
2018 Profile Of Home Buyers And Sellers Highlights ● Thirty-seven percent of sellers offered incentives
Financing the Home Purchase
to attract buyers. This varies across age groups where it was the less likely for sellers 72 years and over to offer incentives and more likely for sellers 37 years and younger.
● Eighty-eight percent of recent buyers financed their home purchase.
● For 59 percent of buyers, the source of their
down payment came from their savings and 38 percent from the proceeds from the sale of a primary residence. Seventy-five percent of buyers 37 years and younger used savings for their downpayment compared to only 42 percent of buyers 63 to 71 years. Buyers 72 years and older used proceeds from a previous sale more than any other generation at 57 percent..
Home Selling and Real Estate Professionals ● Sixty-four percent of recent home sellers used a
referral or the same real estate agent they had worked with in the past. That number jumps to 71 percent for home sellers aged 37 and younger.
● Fifty-three percent of sellers used the same agent
● Thirteen percent of all buyers cited that saving
to buy and sell their homes.
for a down payment was the most difficult step in the home buying process.
● The typical seller has recommended their agent twice since selling their home.
● Fifty-eight percent of all buyers used conventional
● Seventy-five percent said that they would definitely
loans to finance their home.
(67 percent) or probably (eight percent) recommend their agent for future services.
Home Sellers and Their Selling Experience ● Sellers 38 to 52 years made up 26 percent of all
sellers, had a median age of 45 years, and reported the highest income of $123,600.
● Seventy-three 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 (16 percent), followed by the desire to move closer to friends and family (14 percent), and a job relocation (11 percent). For sellers 37 and under, they cited that the home was too small (34 percent), which was higher than any other age group. For sellers 63 years and over, they cited they wanted to be closer to friends and family (28 percent). Sellers 38 to 52 years cited that the home was too small (20 percent) and selling for a job relocation (18 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. g g roup ps
● For recently sold homes, the final sales price prriice ce
was a median 99 percent of the final listing price. For sellers 38 to 71 years, the final sales price was 98 9 8 percent percent of the listing price.
● Recently sold homes were on the market for
a median of three weeks. For sellers 37 years and younger, time on market was a median of two weeks and a median of six weeks for sellers 72 years and older.
National Association of REALTORS®
|
2018 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 customer’s “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!
Jeff Harris NMLS# 431888 Mortgage Specialist (740) 258-4685 jharris@callequity.net http://www.callequity.com/Jeff-Harris 25 S Park Place Newark, OH 43055
NMLS: 1579. Certain restrictions apply, call for details.
Jeff Harris NMLS# 431888 Mortgage Specialist (740) 258-4685 jharris@callequity.net callequity.com/Jeff-Harris 25 S Park Place Newark, OH 43055
NMLS: 1579. Certain restrictions apply, call for details.
Jeff Harris NMLS# 431888 Mortgage Specialist (740) 258-4685 jharris@callequity.net http://www.callequity.com/Jeff-Harris 25 S Park Place Newark, OH 43055
NMLS: 1579. Certain restrictions apply, call for details.
Jeff Harris NMLS# 431888 Mortgage Specialist (740) 258-4685 jharris@callequity.net http://www.callequity.com/Jeff-Harris 25 S Park Place Newark, OH 43055
NMLS: 1579. 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!
A NEW WAVE IN SERVICE.
Check this out! Keeping in touch with the right people is the most effective way!
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.
Jeff Harris
Partner Picture Here
Partner Name
A NEW WAVE IN SERVICE.
Send the property’s MLS number to your loan officer. Your LO can create a site, open house flyers, neighborhood info, and you both can share to Social Media!
A NEW WAVE IN SERVICE.
FREE, Secure & Safe! Giving g Equity q y Resources Customers s the ability y to access their loan documents s in a secure mobile way y so they y can track their mortgage experience 24 242 4-7 7! 7!
Just another wayy we make it Stress ss-Free! ss e!
W P WE PROVIDE: PROVIDE E:: E ► Di Digital igital ital a asset & income me fe feature. ea e. Less paperwork! rk! ► A mobile friendly & int intuitive u e application process. s s. ► Uploading capabilities. s. ►C Communication Co ommunication n the e way you want it, t, when you want it!
A Mortgage Experience, available 24-7!
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 1 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!
A NEW WAVE IN SERVICE.
Co-Brandable Videos that go to the borrower throughout the loan process:
Application Appraisal Ordered Submitted to Underwriting Conditional Approval Clear to Close Funded
We've reached an important stage of the process—conditional approval. Would you please take a moment to view a brief video to see what that means?
It would be our honor to travel along with them as well. We would appreciate your referrals. As for us, our relationship doesn't end here. I'll occasionally reach out to you with updates and information in the future. In the meantime, please don't hesitate to call or email me if I can be of service.
For now, would you please take a few moments to watch this brief video we've prepared for you? It will explain some roadblocks
Thank you again for allowing me to help.
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 &ORVLQJ 'RFXPHQWV SUHSDUHG 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.
A NEW WAVE IN SERVICE.
Interactive “Thought of You” emails sent out, monthly, to Post Close borrowers to keep in touch.
A NEW WAVE IN SERVICE.
Every Happy Client has the potential to be a referral!
Hi Elizabeth, As part of my ongoing service to you, I like to share information on trends in the real estate industry. Simply click here to view an interactive map with the most up-to-date rates of change in home values, as well as appreciation rates over a number of different time periods. My hope is that understanding recent and long-term trends can help you remain an informed consumer, whether you're comfortable in your home or considering a change. Please take a few seconds to check it out. 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.
Quarterly Real Estate Appreciation Market Update Emails!
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.
<($5
Let’s Do The Math 1
How many buyers transactions do you expect to close WKLV \HDU __________________
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….
$ 1(: :$9( ,1 6(59,&(
&25( 385326(
7R LPSURYH WKH OLYHV RI IDPLOLHV
,QWHJULW\ XWWHU VLQFHULW\ KRQHVW DQG FDQGRU &25( 9$/8(6
7UHDW HYHU\RQH DV DQ HTXDO $OZD\V HGXFDWH HYHU\RQH RQ RSWLRQV WRGD\ DQG LQ WKH IXWXUH &UHDWH 5DYLQJ )DQV $PD]LQJ &XVWRPHU 6HUYLFH ZKLFK LV DOZD\V RQH VWHS DKHDG RI WKH LQGXVWU\ 6HUYLFH ZKLFK OHDYHV WKH FXVWRPHU SOHDVDQWO\ VXUSULVHG DQG SDVVLRQDWH DERXW RXU VHUYLFHV WKXV FUHDWLQJ D ´UDYLQJ IDQ µ
,I , GRQ·W ZDON WKH WDON KHUH LV P\ ERVV·V FRQWDFW LQIRUPDWLRQ
7RP 3LHFHQVNL DW