GEORIGA MORTGAGE 12-13-21

GEORGIA MORTGAGE EDITION

HOW SOFT MONEY LOANS ARE THE FUTURE OF LENDING

WHAT IS A TERM LOAN

for Real Estate Investors?

7 SIMPLE TIPS

KILLING CLIENTS WITH

That are Proven to Help You Stay Ahead of the Competition

KINDNESS AND VALUE

TOP MORTGAGE LENDER

TANNER FLOYD COVER STORY

AMY BUYNOSKI

GEORGIA MORTGAGE EDITION

TANNER FLOYD Tanner Floyd is a Loan Originator for modern times. Energetic, passionate, 9 and dedicated, Tanner is committed to helping each of his clients achieve the dream of home ownership. With only four years in the industry, Tanner has already built a stellar reputation.

You could say that the business runs in Tanner’s family: since the 1990s, his father worked in the mortgage industry, and Tanner grew up around the business.

After graduating from college, Tanner AMY jumped right in.

“This is the best career I AMY BUYNOSKI BUYNOSKI could have asked for,” Tanner says. “I’m so grateful I was put on this path.”

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to Tanner’s ability to listen and cater to their needs, he a for building relationships b what his clients are facing. younger side for this busin says. “These days, there younger families who are bu Having been through t recently myself, I can rea what they’re going through

Tanner’s attentiveness to hi referral partners extends to h TANNER FLOYD in touch, making sure to to weekly texts, phone calls, and emails. “I face-to-face and get to know people,” Now with two and half years under his belt origi“I believe in building strong relationship CONTENTS nating loans, Tanner is a Mortgage Loan Originator form trust and open lines of communicatio with Homebridge Financial Services in Lawrenceville, focus on relationships has helped his bus A Georgia native, Tanner serves15) his clients In 2020, andARE his team completed 4) HOW Georgia.

SOFT MONEY 7 SIMPLE TIPSTanner THAT with THE compassion and honesty. His boutique team TO $18HELP millionYOU in volume, and this year, they LOANS ARE FUTURE PROVEN STAY includes a processor and a licensed loan partner.

With OFtoTHE closeCOMPETITION between $26 to $27 million.

OF LENDING AHEAD a thriving and rapidly growing business, Tanner plans to keep growing his team, so they can continue to help For Tanner, it is not his impressive sales th 6) WHATmore IS A LOAN 18) andTERM more families each year. Tanner and hisHOW team TO feel OVERCOME the most fulfilled, but rather the peo FOR REAL ESTATE INVESTORS? YOUR WORKPLACE FEARS offer the conventional suite of loans as well as more through his career.

“I love getting to work w niche products, such as renovation loans, as well as kinds of folks and getting to know their indi loans geared towards the self-employed. 20) KILLING Tanner says. “It’s a privilege to help them CLIENTS biggest investments they’ll ever make in WITHand KINDNESS AND VALUE With his versatile skillset, market knowledge, When Tanner is not busy helping his clie client-centered approach, it is no surprise that Tanner’s to play golf, travel, and attend Universit business is almost entirely based on referrals. “We football games to root for his beloved Bul pride ourselves on offering great service from top to bottom,” Tanner says. “Every loan is unique, no two Looking to the future, Tanner plans to cont Phone 310-734-1440 | Fax 310-734-1440 are the same. We are able to customize our products practices that have led to his incredible mag@topagentmagazine.com www.topagentmagazine.com and services for every |client.

We really take on the like to grow the team and help more clie role may of anbeadvisor, making sure that our clients says.

“Most of all, No portion of this issue reproduced in any manner whatsoever withoutare priorinconsent of the publisher.

Top I’m Agentlooking forward to the best financial situation they can be.”

In addition great years in the business.”

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to To mag@topagentmagazine.com. find out more about Tanner Floyd, NMLS Published in the U.S.

#1711538, please call 678-233-4732,email Tanner.Floyd@homebridge. or check him out online at TheTannerFloydTeam.com www.

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan 4

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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What is a Term Loan for Real Estate Investors?

When building a successful business as a real estate entrepreneur, it’s important to become well versed in the world of private lending and real estate investing. Some of the most common mistakes come from investors not knowing which loan program is right for a potential investment property or the differences between each program.

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There are two types of loan programs; term loans and bridge loans.

The differences between the two are based upon the borrower’s credit score, employment history, length of the loan, and rates. While term loans require more underwriting, they also offer lower risks and less risk, making it

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Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO score of 650. a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO credit score of 650. Private Lenders require this because of the requested amount of the loan and the lender wants to prevent the risk of defaulting or the borrower not being able to make their scheduled payments.

The following are examples of term loan programs:

No-Income Verification/ Stated Income Loan A No-Income-Verification loan is a type of loan program that doesn’t require the borrower to provide documentation of income.

Unlike conventional mortgages, a stated income loan is easier to be approved versus a traditional loan, and is a way for self employed borrowers who would not qualify for a traditional financing to achieve their investment dreams. These types of loan programs are for investment properties only and not for primary residences for an owner occupied property.

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NO-DOC Loan The relationship between the investment home buyers and the mortgage lender, is based on the non documented loan agreement that the borrower can afford investment property loan payments and will make them.

Like a no income verification mortgage loan, a NO-DOC loan program has less regulation and higher rates than conventional loans.

Although risky, the flexibility and quick approval process for the borrower makes it an easier decision for many real estate investors.

Soft Money Loan Soft money is defined as a long-term (5/1 ARM, 7/1 ARM, 30 Year Fixed) real estate investment loan program that closes faster (2-3 weeks) than a conventional loan. This type of loan program requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score (minimum 650) and the property’s LTV, and is always a term loan rather than a bridge loan. An innovative approach combining the benefits of hard money that have lower risks, higher rates, and a short term loan time-frame - contrastingly, soft money programs fit many borrowers far better due to the program’s lower costs, lower rates, and longer terms.

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Term Loan Overview:

While hard money bridge loans are still the most popular option for many real estate investment scenarios, term loan programs will increasingly become the type of loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

• Investment Properties Only: 1-4 Family, Condos, Townhomes, Multi-Family, Commercial, Mixed Use, Office, Retail, Industrial, Warehouse • Rates Starting at 4.375% • Loan Amounts - $100K – $5M • Up to 85% LTV • Blanket Loan Options Available • Fixed rates/Adjustable • 5/1 ARM, 7/1 ARM, 30 Year Fixed • Interest Only Option Available • Foreign Nationals Eligible • No Prepayment Penalty Option Available 8

At Stratton Equities our mission is to make private mortgage lending easy, efficient, and worry-free.

We help other experienced investors, borrowers, and professionals in the mortgage and real estate industry succeed with a simple 3-step process, including PreApproval, Processing & Underwriting, and Funding.

Please call us at 800-962-6613 or contact us at info@strattonequities.com and apply now at www.strattonequities.com/loan-pre-qualification to find out whether you are eligible for loan pre-qualification!

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AMY BUYNOSKI

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AMY BUYNOSKI “Clients keep coming back because of my knowledge and customer service. I also have a great team that shares my perspective on helping our customers.”

Amy Buynoski began her mortgage business career almost 20 years ago. “I was originally going to do appraisals, but it wasn’t enough interaction with people for me,” Amy recalls. “I had a friend who owned a broker shop, and 10

that’s how I got into mortgages. I loved it from the beginning!” The rest is history, and ever since then, Amy has excelled at helping her clients achieve their homebuying goals through topnotch mortgage and loan servicing.

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Amy originates loans and manages the BuyNowTeam in Roswell, specializing mostly in conforming and government loans, as well as construction loans.

An impressive 75% of Amy’s business comes from referral clients, with the Top Agent Magazine

remainder comprised of borrowers who come back when they are moving up to another house or downsizing. Her strong repeat and referral business is a sure sign that Amy’s clients feel comfortable placing their full trust and confidence in her.

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“Clients keep coming back because of my knowledge and customer service,” Amy explains. “I also have a great team that shares my perspective on helping our customers. I look at it not just as a one-time transaction, but as making relationships and going the extra mile, especially on the tougher loans. Clients value our whole team and the way we treat our customers.”

The team’s old-school focus on personal interaction with clients truly sets Amy

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and her teammates apart. “We do the small things that I would like to see if I were the customer,” she says. “We do old-school things like sending thank you notes for allowing us an opportunity to be considered as their lender. It’s the biggest decision they’re making, and with so many different people in the industry to choose from, we want to take the time to acknowledge that they chose us. We do a lot of customer servicing to make people feel comfortable with the process and show our appreciation.”

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Amy and her team also work hard to build their relationships with Realtors®.

“We try to market ourselves to selling agents, but we have a lot of relationships with buyer’s agents too,” she says. “If there is an agent on the selling side that we don’t know, we will send them some information on us and try to keep in touch with them so we can develop new relationships.”

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to Amy and her team, and they are currently planning a fundraiser to benefit the families of soldiers killed in Afghanistan. Amy also volunteers as a cheer coach for her daughter’s school. When she is not working or giving back, Amy says, “It’s all about my kids!” She loves spending time with her 4 children.

Looking to the future, Amy says, “We’re working on showing people 13

who we are more a bit more, and doing little things to let clients and partners know that we are relatable, just real-life people in the office who care.” Above all, Amy says, “I love helping people get into homes. It really

hits home when you have to fight for someone and help them accomplish the American dream. I love helping people, I love the challenges, and I love the happy endings. That makes it all worthwhile.”

To find out more about Amy Buynoski, you can contact her by phone at 678-249-7457, or by email at amy.buynoski@southstatebank.com.

You can find her online at buynowteam.com http://www.justingrable.com www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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TANNER FLOYD Tanner Floyd is a Loan Originator for modern times. Energetic, passionate, and dedicated, Tanner is committed to helping each of his clients achieve the dream of home ownership. With only four years in the industry, Tanner has already built a stellar reputation.

You could say that the business runs in Tanner’s family: since the 1990s, his father worked in the mortgage industry, and Tanner grew up around the business.

After graduating from college, Tanner jumped right in. “This is the best career I could have asked for,” Tanner says. “I’m so grateful I was put on this path.”

Now with two and half years under his belt originating loans, Tanner is a Mortgage Loan Originator with Homebridge Financial Services in Lawrenceville, Georgia. A Georgia native, Tanner serves his clients with compassion and honesty. His boutique team includes a processor and a licensed loan partner. With a thriving and rapidly growing business, Tanner plans to keep growing his team, so they can continue to help more and more families each year. Tanner and his team offer the conventional suite of loans as well as more niche products, such as renovation loans, as well as loans geared towards the self-employed.

With his versatile skillset, market knowledge, and client-centered approach, it is no surprise that Tanner’s business is almost entirely based on referrals. “We pride ourselves on offering great service from top to bottom,” Tanner says. “Every loan is unique, no two are the same. We are able to customize our products and services for every client. We really take on the role of an advisor, making sure that our clients are in the best financial situation they can be.” In addition

to Tanner’s ability to listen to his clients and cater to their needs, he also has a gift for building relationships by relating to what his clients are facing. “I’m on the younger side for this business,” Tanner says. “These days, there are lots of younger families who are buying homes.

Having been through that process recently myself, I can really relate to what they’re going through.”

Tanner’s attentiveness to his clients and referral partners extends to how he keeps in touch, making sure to touch base via weekly texts, phone calls, and emails. “I like to meet face-to-face and get to know people,” Tanner says.

“I believe in building strong relationships in order to form trust and open lines of communication.” Tanner’s focus on relationships has helped his business thrive.

In 2020, Tanner and his team completed a little over $18 million in volume, and this year, they are on track to close between $26 to $27 million.

For Tanner, it is not his impressive sales that make him feel the most fulfilled, but rather the people he meets through his career. “I love getting to work with different kinds of folks and getting to know their individual story,” Tanner says. “It’s a privilege to help them with one of biggest investments they’ll ever make in their lives.”

When Tanner is not busy helping his clients, he loves to play golf, travel, and attend University of Georgia football games to root for his beloved Bulldogs.

Looking to the future, Tanner plans to continue with the practices that have led to his incredible success. “I’d like to grow the team and help more clients,” Tanner says. “Most of all, I’m looking forward to many more great years in the business.”

To find out more about Tanner Floyd, NMLS #1711538, please call 678-233-4732,email Tanner.Floyd@homebridge.com, or check him out online at TheTannerFloydTeam.com www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 18

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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Killing Clients with Kindness and Value

By Walter Sanford

Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean.

Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button!

How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response.

Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested.

I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it.

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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet.

We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you.

You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens.

I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate.

Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this?

Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: Top Agent Magazine

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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs.

Then we develop a customized program to meet and exceed that goal.

We would love to help you in accomplishing your real estate needs.

2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option.

3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship.

4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount.

B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity.

C. We have a low litigation rate as compared to national standards.

D. We can market your home a little over retail due to our marketing.

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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new.

5. Our agreements are 6 months, but that is not what sells properties.

Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you.

6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month.

I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision?

Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win.

It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy.

In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you.

Do more lead generation so you won’t have to work so hard on leads like these.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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