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Today's Talking Point 9/29/09

Where are interest rates going?

Anyone looking to buy, move-up or refinance, MUST do it before the spring. Let me explain why I feel this way. Banks are not currently in the business of lending money to home purchasers. Why? Because, with all the risk associated with mortgaging and with inflation looming why would anyone make a 30 year loan at 5%? So banks, for sometime now, have been content to just collect the up-front fees associated with the loan and the processing fees associated with servicing the loan (billing, collection, etc.). The actual loan is financed by the government who has been willing to make loans at a lower rate in part to help stabilize the economy.

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Change creates victims or heroes. Which will you be?

From my friends at Majestic Consulting:

When dealing with change, we can:

Fear it. But then you prevent yourself from ever taking risk for fear of making a bad choice. "I shouldn't buy a house, because the market could shift any day now."
"What if I change jobs and the company folds? I'd better stay where I am." But that leaves you paralyzed, never making progress. In fact, you'll probably fall behind, letting time be your master.

Ignore it. Pretend nothing will change. But when you choose to sport blinders, you will be left unprepared. Maybe you're edging closer to 60 with a tiny retirement fund. Or you haven't taken adequate care of yourself so you've compromised your health. I can assure you that ignorance is not bliss; it's just ignorance.

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Tell people the truth and trust their intelligence

Motivation on Mondays

"A man should look for what is, and not for what he thinks should be. "
- Albert Einstein

Ladies and Gentlemen,
We have an obligation to give the best counsel we can to our customers. We promised them we would always be honest with our advice - even during difficult times - and they depend on us to keep that promise. If we do the right thing and accurately depict the current market, we give our clients the opportunity to make informed decisions as to what is best for themselves and their families. Good agents know how to deliver good news, great agents know how to deliver tough news.


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Today's Talking Point 9/28/09

Existing Home Sales Unexpectedly Drop

The new NAR report came out showing existing home sales dropped 2.7% after several months of increases. As we have been saying for the last 60 days, the market is probably leveling off. However, it will not be a 'V' recovery, where the sales would bounce off the bottom, but instead an 'L' recovery, where sales will probably dribble along the floor for some time before they will be strong enough to recapture true momentum. Use the the terms 'V' recovery and 'L' recovery with your clients but then immediately explain what you mean by those terms.

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As my father always said...

“You can’t learn anything while you are talking since you already know everything you are saying.” – Richard Harney (Steve’s Dad)Poppy

Great salespeople are great listeners. In order to prove to the customer that their needs are our primary concern, we must be willing to listen long enough to find out what their needs are. In today’s market, we must listen intently to what the consumer is trying to convey to us. The business is no longer about us telling people what to do. Instead, it now revolves around our ability to bring the consumer through a discovery process in order for them to truly understand the points they need to know. That requires us to educate and empathize with our clients. Take the time to care enough to listen!

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