Looking to get qualified to by a house? @kellyonyoutube #money #investment

23 Jul 2024 · 1 min

Watch on YouTube

1:16

This YouTube clip features Steve D Valentine and a guest discussing how agents and lenders should handle initial client qualification. The speakers argue that qualification and lender engagement are often done in the wrong order (agents contact sellers/sign then find a lender) and that what matters most is the content of the initial call: asking deep, strategic questions, aligning on objectives and next steps, and achieving a "meeting of the minds" about client needs (example: neighborhood choice for a family with a child who has special needs).

Chapters

What can we do differently with our clients as agents when we're trying to get through this qualifying piece with them from the beginning? You know, so I said it earlier, we tend to do things backwards, right? The agents call off the sign, then they get a lender. Why has it never been the other way around? Why do we always ready, fire, aim, and then go the other way?
I think it's starting to change a little bit from a lending perspective. So I think you're seeing more of that kind of big lending platform go direct to consumers. So I think that door is being opened a little bit more. I don't really care who gets the call first. I think what's most important is what is being said in the initial call. And I think digging deep into the scenario and being able to start that strategic thought within the first few minutes. Because, you know, when I'm talking to somebody, I know the questions to ask. And then we're kind of leading them with, you know, what the next steps are based on, what the objective is, and whether that's you doing that or whether that's me doing that, then the meeting of the minds. So then you and I can sit down and talk and go, hey, you know, it's really important for this family to be in this neighborhood because whatever, right? They have a child that has special needs or whatever.