Joanne Ralston New Wave Binder

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”

Christine Ralston Bell Senior Mortgage Banker Equity Resources, Inc. (412) 334-1342 cralston@callequity.net

Joanne Ralston

TheRalstonTeam.com 6021 Wallace Rd Ext, Ste 203 Wexford, PA 15090

Senior Mortgage Banker Equity Resources, Inc. (412) 337-9537 jralston@callequity.net

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®

2018 Profile Of Home Buyers And Sellers Highlights Characteristics of Home Buyers

The Home Search Process

● First-time buyers made up 34 percent of all

● Among nearly all generations of home buyers, the first step taken was to look online for properties.

home buyers, a decrease from last year at 35 percent. Sixty-five percent of buyers 37 years and younger were first-time buyers, followed by buyers 38 to 52 years at 24 percent.

● Buyers typically searched for 10 weeks and

● At 34 percent, buyers 37 years and younger

continue to be the largest generational group of buyers with a median age of 31. Buyers between the ages of 38 to 52 were have the highest household incomes among any other generation at $104,700, followed by buyers between 53 to 62 that had an income at $94,000.

● Sixty-five percent of recent buyers were married

couples, 18 percent were single females, seven percent were single males, and eight percent were unmarried couples.

● Thirty-seven percent of all buyers had children

under the age of 18 living at home. Sixty percent of buyers between 38 to 52 years had at least one child under the age of 18 residing in the home.

● Thirteen 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 53 to 62 purchased a multigenerational home. Buyers 72 to 92 years was the second largest share at 17 percent.

● The most common reasons for recently

purchasing a home differed between the generations. For all three groups under the age of 62 years, the main reason for purchasing was the desire to own a home of their own. Among the 63 and older age groups, the desire to be closer to friends and family was the top reason to purchase at 25 percent. Buyers between 72 and 92 years also purchased for the desire for a smaller home at 19 percent.

looked at a median of 10 homes. The length of the home search was the longest for buyers 53 to 71 years at 10 weeks.

● As a result of an internet home search, buyers

most often walked through the home that they viewed online. Buyers 37 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.

Home Buying and Real Estate Professionals ● Eighty-seven percent of all buyers purchased

their home through an agent, as did 90 percent of buyers 37 years and younger and 84 percent of buyers 63 years and older. Nine percent of buyers 72 and older purchased their homes directly from the previous owner.

● Referrals continue to be the way that most

buyers find their real estate agent. Referrals by friends, neighbors, or relatives were higher among younger buyers such as 37 years and younger (48 percent) and 38 to 52 (39 percent) compared to older generations

● When choosing an agent to work with, having an agent that is honest and trustworthy was the most important factor for buyers. Seven in 10 buyers interviewed only one real estate agent during their home search.

● Eighty-nine 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 15 percent and

buyers of previously owned homes made up 85 percent.

● Heating and cooling costs were the most

important environmental features for recent home buyers, with 34 percent finding these features very important.

National Association of REALTORS®

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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.

● For recently sold homes, the final sales price

was a median 99 percent of the final listing price.

For sellers 38 to 71 years, the final sales price was 98 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®

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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 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!

NMLS: 1579. Certain restrictions apply, call for details.

DBA PA Equity Resources, Inc. Powered by TCPDF (www.tcpdf.org)

NMLS: 1579. Certain restrictions apply, call for details.

DBA PA Equity Resources, Inc. Powered by TCPDF (www.tcpdf.org)

NMLS: 1579. Certain restrictions apply, call for details.

DBA PA Equity Resources, Inc. Powered by TCPDF (www.tcpdf.org)

NMLS: 1579. Certain restrictions apply, call for details.

DBA PA Equity Resources, Inc. Powered by TCPDF (www.tcpdf.org)

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.

Partner Picture Here

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 Equity Resources Customers the ability to access their loan documents in a secure mobile way so they can track their mortgage experience 24-7!

Just another way we make it Stress-Free!

WE PROVIDE: ► Digital asset & income feature.

Less paperwork! ► A mobile friendly & intuitive application process. ► Uploading capabilities. ► Communication the way you want it, 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 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!

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 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.

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.

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