How to Prioritize Relationship Building through Today’s Technological Advancements

How to Prioritize Relationship Building through Today’s Technological Advancements
Posted on October 20, 2011 by juliecaroline boomtownblog.com

Sam Cooke had it right when he said “A change is gonna come.” This is especially true for for the real estate industry. 10 years ago most real estate agents had not even heard of internet lead generation. Today 90% of home buyers are online! Technology has been a driving force behind some major changes in the way Real Estate Agents connect with their clients. As a real estate agent of today, you may find yourself tweeting, blogging and posting listings to Facebook. While it’s critical to accept and adapt to these technological advances, it’s critical that you do not forget about the one thing that remains the same – the relationship you build with your clients. Below you’ll find some tips for keeping relationship building at the forefront of your efforts.
Budget your time

If you’re anything like me, then you know how easy it is to hop on Facebook for a minute and 2 hours later find yourself still on there reading about what one of your friends did over the weekend. To avoid getting “sucked in,” set aside a specific time of the week to work on your social media efforts. Whether it’s the last 20 minutes of each day or 2 hours every Tuesday, pick a plan and stick to it. Similarly, if you find it hard to keep up communication with your Lending partner, then consider setting a specific time aside each week to have “call night.” When your client is open to speaking with your Lending partner, you can transfer the call with ease knowing your Lender is ready and able to take the call. If learning new technologies is not your strong suit, schedule time once a week to make that your focus. Taking an hour out of your week can help you use your software or social media tools more efficiently, saving you time in the long run.
Pick up the phone and call!

Your initial reaction may be to respond to your client in the form of communication they used to contact you. Fight those urges and pick up the phone! A phone conversation will give you a much clearer view of what your lead is looking for and will show your lead how committed you are to customer service. It’s not just important to call, but to call quickly. *Studies show that the odds of reaching your leads are 100 times greater if you call within 5 minutes than if you wait 30 minutes to place the call. *Source: MIT Lead Response Management Survey
Embrace Networking

If you’re new to networking, a good place to start is with good old fashioned in person networking. Conferences like Inman’s Real Estate Connect, Star Power and Keller Williams Mega Camp are great places to make contacts. Social platforms like Facebook groups, LinkedIn and Google + circles are great tools for staying in touch with those contacts. Don’t be afraid to ask for advice! You’d be surprised at how willing people are to share information especially when they are located outside of your market. At BoomTown we think building relationships with one another is so important that we’ve created a group based on that idea of sharing knowledge. Not only have we seen great tips for success passed along, I even witnessed someone in need of a Mandarin speaking Agent in a specific neighborhood find one within minutes simply because he asked. Now, that’s the power of networking!
Provide value to all leads

Don’t underestimate leads who have provided bogus contact information. We’ve heard many success stories about leads who, when ready to buy, have provided their valid contact information. The same goes for leads who are working with other agents. You may be tempted to write them off as a trash lead, but if you continue to offer your services and maintain a good working relationship with them, you’ll be the first realtor they come running to if things don’t work out with their current Realtor.
Document

Document where your efforts pay off. Because technology is ever changing, it’s critical that you don’t put all your eggs in one basket. It’s good to try out new technologies, but it’s imperative that you keep a record of what works. In the long run you should be able to identify what works “for now” vs. what works “always.” When technology evolves causing one of your lead sources to go by the wayside, you can always fall back on one of your efforts that has proven itself time after time.

I hope this blog post has provided you with good ideas for prioritizing relationship building. In short, while it’s hugely valuable to keep up with advancements in technology, but it’s critical that you don’t loose sight of the importance of relationship building. Next time someone tells you “The only thing constant is change,” tell them they’re wrong, it’s relationships!

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One in 10 NJ homeowners stuggle with mortgage payments: HousingWire

Thursday, August 18th, 2011, 11:53 am

The workforce in New Jersey is one of the nation's most educated, but residents remain entangled in a web of financial troubles with the state's delinquent mortgage rate sitting at 10% percent.

Federal Reserve Bank of New York president William Dudley made that assessment while speaking to a New Jersey crowd Thursday. By Fed estimates, the unemployment rate in Jersey stands at 9.5%, while the number of mortgages 90 days or more past due or in foreclosure hit 10% back in March.

During the Great Recession, the state lost 250,000 jobs. The population of New Jersey is 8.8 million and 40% of its citizens are college graduates.

Dudley calls the jobs recovery in New Jersey "sluggish," with the private sector experiencing only "moderate gains." When you add state budget cuts and a reduction in state government jobs, the employment situation continues to look grim.

"Because the jobs recovery has been weak, there has been little progress in reducing unemployment," Dudley said.

The median household income in New Jersey sits at about $68,000, with 9% of the state's residents living below the federal poverty line.

While home prices have firmed in the past few months, borrowers are still carrying substantial debt levels. The average debt per person in New Jersey stands at $60,400, the Fed said.

Dudley said without job growth, the state's housing and debt situation is unlikely to experience significant improvement.

"These debt and delinquency figures, together with the weak jobs picture, suggest that New Jersey faces a number of challenges," Dudley said. "In the near term, the key issue will be to expand jobs and reduce unemployment."

Write to: Kerri Panchuk.

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Fannie Mae breaks rules to foreclose on unsuspecting homeowners


Tara Steele | August 15, 2011  | 73 Comments

fannie mae wide Fannie Mae breaks rules to foreclose on unsuspecting homeowners

Fannie Mae’s current role

This spring, we reported that eight bills had been introduced to wind down Fannie Mae and Freddie Mac while a bill was introduced this summer to merge the two government sponsored entities that together own or guarantee the majority of home loans in America.

President Obama himself has said that housing is the biggest drag on the economy but has not quite admitted the colossal failure that is the Housing Affordable Modification Program (HAMP) which is well known for spending taxpayer money with little return- few homeowners have actually received a modification, most end up in limbo and there are even claims of lost paperwork and stall tactics from servicers unwilling to properly execute the program. On top of the internal drama, the House approved cuts to the HAMP program, potentially ending the taxpayer involvement in the long run.

Fannie Mae has publicly proclaimed they will protect consumers while in the process of applying for HAMP or other federally funded loan modification programs.

Fannie Mae’s blatant rule breaking

Confidential records obtained by The Detroit Free Press reveal that Fannie Mae has gone against that promise by violating the government’s own rules to protect homeowners in process of applying for federally funded loan modifications. Banks were directed to foreclose on mortgages over 12 months delinquent, despite loan modification status. Free Press notes that other confidential documents they have obtained show “that Fannie Mae made clear to banks that Fannie expected a certain percentage of delinquent borrowers to lose their homes.”

The Free Press “obtained copies of more than 2,300 requests from various banks asking Fannie Mae for permission to delay foreclosure sales. These excerpts show two requests from Bank of America and Fannie Mae’s response, which reveals a directive to deny postponements when borrowers are more than 12 months delinquent, even when homeowners are negotiating loan modifications.”

Click to enlarge.

bank of america hamp Fannie Mae breaks rules to foreclose on unsuspecting homeowners

Fannie Mae spent $27,000 on a $3,000 debt

Fannie Mae has admitted in a confidential internal memo also obtained by The Free Press that they are willing to go to extreme lengths to foreclose on a home, in one case spending $27,000 to foreclose on a $3,000 debt.

fannie mae Fannie Mae breaks rules to foreclose on unsuspecting homeowners

To top it all off, Fannie Mae has warned lenders of the possibility “fining lenders for unauthorized foreclosure delays,” The Free Press notes.

Disastrous results

Homeowners are making decisions about their future based on rules that govern their protection during applying for a home loan modification through the government, which in itself is already an extremely daunting and nearly impossible task given HAMP’s horrific track record.

The housing sector continues to hemorrhage and any impediment to recover must be dealt with, but it is unclear how to deal with this monstrosity given that Capitol Hill is inconsistent with the future of Fannie specifically but inconsistent with housing regulation in general.

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The Future of Mortgage Interest Deduction Remains Unstable 08/09/2011 By: Krista Frank

After much hype about the possibility of an elimination of the mortgage interest deduction (MID) as part of the debt ceiling agreement, the August 2nd accord included no such provision.

However, the new law does call for major deficit reductions – $2.4 trillion total – to go into place over the next several years. A $917 billion reduction over the next 10 years is automatic. An additional $1.5 trillion reduction must be decided by November 23rd.

The bipartisan committee dedicated to determining those cuts could find the MID an easy target.

The tax deduction, which has been in place since 1913, is a point of controversy amongst industry and economic authorities.

The MID allows homeowners who file itemized tax deductions to deduct the interest of their mortgage debt up to $1 million.

According to the Treasury and the Joint Committee the cost of the MID this year is $100 billion.

This is about twice the size of the budget request for the Department of Housing and Urban Development, meaning it is twice as big as all the nation’s other housing programs combined, noted Seth Hanlon, Director of Fiscal Policy,

Center for American Progress at a forum hosted by the Tax Policy Center. (The forum took place prior to the debt ceiling decision August 2.)

In fact, Hanlon says the MID should “be looked at through the prism of a spending program.”

Hanlon also stated evidence that the majority of benefits incurred by the MID are by wealthier homeowners with larger mortgage loans.

Another speaker at the forum, Dean Stansel, ajunct fellow at the Reason Foundation, agreed taht the MID benefits those with higher incomes.

In fact, “75 percent of taxpayers don’t benefit from this at all,” Stansel stated.

If part of the goal of the MID is to encourage homeownership – as many proponents claim – then it is being misdirected, according to Hanlon.

For example, the deduction is allowed on second homes and vacation homes. It can also be applied to home equity debt.

“If you look closely at the MID and ask ourselves the question: are we doing it in the most effective way? I think clearly the answer is no,” Hanlon said.

While Hanlon does not necessarily support eliminating the MID, he is in favor of reforming it.

“Keeping it in its current form or eliminating it tomorrow are not the only two options, and there’s a huge range of options in between that we can and should be looking at,” Hanlon stated.

While Hanlon casts the MID as a government expenditure, the National Association of Realtors’ chief economist Lawrence Yun disagrees and says most Americans would view eliminating the reduction as a tax increase.

“It’s a tax increase; it is not a reduction in government spending,” Yun said at the Rethinking the Mortgage Interest Deduction forum.

Regardless, Yun said, “It’s the worst possible time to discuss [the MID] because the fragility of the housing market. And Ben Bernake clearly laid out that without the housing market recovery, that economic recovery would be very lackluster.”

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Ocwen unveils new principal reduction program by JON PRIOR

Tuesday, July 26th, 2011, 11:37 am

 

Ocwen Financial Corp. (OCN: 12.98 -0.61%) launched a new modification program to reduce the principal on a mortgage for delinquent borrowers, while compelling them to share in the future appreciation of the home’s value with the investor.

Mortgage modifications will only be available for homeowners in negative equity.

Atlanta-based Ocwen holds a $74 billion servicing portfolio after acquiring Litton Loan Servicing and HomEq. Ocwen launched the Shared Appreciation Modification program as a pilot in August 2010, a program the company believes will make a major dent in the roughly 14 million mortgages currently in negative equity, according to Moody’s Analytics.

Through the program, Ocwen will write down qualified loans to 95% of the underlying property’s market value. The amount written down is forgiven in one-third increments over three years as long as the homeowner remains current. When the house is later sold or refinanced, the borrower will be required to share 25% of the appreciated value with the investor.

“Like all modifications, SAMs help homeowners avoid foreclosure. But they also restore equity. That’s a significant benefit to the customer and, we believe, the economy and housing market. Psychologically, it’s important too,” said Ocwen CEO Ronald Faris. “Our analytics tell us that an underwater mortgage is one-and-a-half to two-times more likely to default than one with at least some positive equity.”

SAM is one of the first principal reduction programs initiated by a private company without the prodding of a government agency. Other servicers have sporadically used Hardest Hit Fund and Home Affordable Modification Program dollars to write down principal, but only in select states.

Since August, Ocwen said 79% of the borrowers accepted the offer with a redefault rate of 2.6%. Ocwen said it has regulatory clearance to push the program into 33 states.

J.T. Smith, the chief investment officer for the boutique investment bank Aristar Funding Group said there are many still unknown parts of how Ocwen will structure the modifications such as tax liens and future title issues, but granting the borrower 75% of the appreciation is “very generous.”

“This program is a win for the borrower and very, very generous of Ocwen and investors,” Smith said. “Silent seconds are a more equitable solution, so Ocwen borrowers should take these modifications and run with it.”

Consumer organizations supported the program as well. Marcia Griffin, president of HomeFree-USA, a community-based homeownership development group, called the program “visionary.”

“The homeowner benefits from a stable housing situation and the investor is positioned to share in the future appreciation of the home’s value. In addition, communities nationwide will benefit from fewer foreclosures,” Griffin said.

John Taylor, CEO of the National Community Reinvestment Coalition, said other servicers should follow suit.

“This innovative modification program offers meaningful help for underwater borrowers. The simplicity and rationale of the SAM is striking: the homeowner maintains the equity that would otherwise be lost in the foreclosure process, and servicers and investors maintain a performing asset,” Taylor said.

A spokesman for Ocwen did not immediately disclose how many borrowers the program is expected to reach.

Write to Jon Prior.

Follow him on Twitter @JonAPrior.

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