Getting deals done: Want to help your referral partners? Then make a deal happen for them. – NMP Skip to main content

Getting deals done: Want to help your referral partners? Then make a deal happen for them.

Erik Janeczko
Jun 19, 2009

One of the best ways you can give value to your referral partners is by being a conduit for buyers to afford the home of their dreams through mortgage planning. So here are a few quick ideas that can really help get deals done. Tax savings Let’s face it, with today’s real estate values, this can be a huge lift. Employing strategies like showing customers the increased tax advantages of a higher value home with a tool like the move-up tax analysis (offered by Majestic Consulting) can show customers the real cash tax savings. This tool would help the customer see that the additional interest deduction goes a long way toward offsetting the higher payments of a larger home. For example, if you have a $400,000 mortgage at 6.5 percent interest (assuming a 28 percent tax bracket), the customer could potentially save as much as $7,280 on their year-end tax bill, which is just over $600 a month. Of course it is important to check with a qualified tax advisor to confirm each specific case. And, if you take it a step further, by showing the customer how to reduce their monthly tax withholding (from their paycheck), it makes that monthly payment much easier to afford. In doing this, you will help both the referral partner and the buyer. Rent versus buy Another strategy that can be used to overcome deal challenges is to show the buyer the benefits of owning their home in a “Rent Versus Buy” comparison. For example, showing them a chart can go a long way toward making a purchase happen. Why do all this? I encourage you to realize that by helping referral partners with their business, you as a lender can create an incredible opportunity to work with and gain access to several hundred buyers for very little cost. When you bring additional value to your referral partners, you become a true partner in their success. And in a tight market like today’s market, you have to do everything you can to generate leads. Erik Janeczko is a coach/certified instructor with Maximum Acceleration, the LoanToolbox Coaching System. He may be reached by phone at (314) 635-5090.  
Published
Jun 19, 2009
The Power Of Appreciation

Companies with above-average customer experience perform better financially

Sales and Marketing
May 16, 2022
Tech Tips For Marketing Yourself

Your computer keyboard can be your best marketing partner

Sales and Marketing
Apr 29, 2022
Originators Are Having a Different Discussion

With rates rising, the sales conversation has to become broader

Sales and Marketing
Apr 28, 2022
Follow The Money

Where lenders put their assets will determine how well they cope with rapid market changes.

Sales and Marketing
Apr 28, 2022
What’s In Your Origination Toolkit?

Make sure you’ve got expertise in more than standard plain-vanilla mortgages.

Sales and Marketing
Mar 22, 2022
Instant Title and Customer Service Work Hand-in-Hand

Instant title is powered by technology that makes it super-efficient, which leads some to believe it can stand alone, without supporting customer service.

Sales and Marketing
Feb 28, 2022