I was on a coaching call with a brand new LO. One week in the business. We were going through investors, talking through programs, and I pulled up a buy before you sell program from one of our wholesale partners.
She looked at it and said, that is really slick.
And I said, yeah it is. But here is the thing. It is not new. None of this stuff is new. You know what makes it new? The fact that nobody else in your market has walked into an agent's office and connected the dots yet.
That is the opportunity sitting in front of most LOs right now. Not a new product. Not some technology no one has heard of. Just two programs that already exist, stacked together, packaged as something that removes every major friction point an agent experiences when they are trying to get their client's offer accepted.
The Stack
A TBD approval is a full underwrite on the file before the borrower is under contract. Not a pre-qual. Not even a standard pre-approval. The investor has actually looked at the income, the assets, the credit, and signed off on the loan. The buyer is approved. What they do not have yet is a specific property.
So when that buyer makes an offer, the financing contingency is gone. The seller is not taking on the risk that the loan falls apart. The agent is not managing the anxiety of a deal that might blow up in week three. The offer looks clean. It looks confident. It closes faster.
That alone changes the conversation you have with every agent you meet.
Now stack the buy before you sell program on top of it.
Some of your wholesale partners have relationships with programs like Fly Homes or Home Light that will essentially guarantee a purchase on your client's current home. The client gets the equity out, they move out, the home is vacant and easier to show, and they can make a completely non-contingent offer on the new house. The program takes on the risk of holding the home until it sells. The borrower pays a fee. The agent gets a faster, cleaner transaction without the stale listing risk that comes with a contingent deal.
Put those two things together and you have something an agent can genuinely get excited about. Financing contingency removed by the TBD. Home sale contingency removed by the buy before you sell guarantee. One LO. Two programs that already exist. And every offer your buyer makes looks, from a seller's perspective, like it came from someone who is not going anywhere.
I told my LO: that is your program. Brand it. Name it. Go pitch it.
And then I told her how to use AI to build the whole thing in an afternoon.
Building It With AI
Here is the specific tactic.
Take that coaching call. Or take your notes from the AE conversation where they walked you through how the program works. Or take this post, honestly. Drop it in Claude or ChatGPT and say: help me build a branded buyer program using a TBD approval and a buy before you sell guarantee. Give me three name options for the program. Then write me a 90-second pitch I can record as a voice memo and drop in a Facebook DM to an agent. Then give me the three objections an agent will raise and how I answer each one.
That is one prompt. One output. And what you get back is a program name, a pitch you can actually record tonight, and a prepared answer for every question the agent is going to ask.
You did not invent new products. You packaged existing ones in a way no one else in your market has. And AI turned the packaging process from a two-week project into a Tuesday afternoon.
This is what part one of this series was about when I said the input is yours and the output is AI's. Your job was knowing the products well enough to have the idea. AI's job was turning that idea into something you can actually go use tomorrow.
The Manufactured Home Play
Now do the same thing with manufactured homes.
I know. Not glamorous. But hear me out.
In a lot of first-time buyer markets, especially anywhere with land and a lower price point, manufactured homes represent a massive chunk of what is actually affordable. And the experience buyers and agents have with lenders on those deals is almost universally bad. The bank down the street says yes, fumbles the file, takes three months, and the agent is left holding a deal together with their bare hands.
If you know two investors that specialize in manufactured home lending, and I mean specialize in it, not "we have done a few of those," you immediately become the only real option in a room where the competition is nonexistent or incompetent.
Here is the AI layer.
Before you call the AE, before you try to pitch it, run the throwaway chat from part one. Drop the investor's program guidelines in. Ask it what buyers most commonly misunderstand. Ask it what an agent working manufactured homes needs to know that most lenders never tell them. Ask it to write you a one-page flyer, plain language, top 10 things to know about buying a manufactured home.
That flyer goes on the table at every listing showing. Because here is what we know to be true about the person walking through a manufactured home on a Saturday afternoon: they are not also cross-shopping a DR Horton development. They are looking at manufactured homes. All of them. Probably five or six that same weekend. And they are going to take your flyer with them.
My buddy in Texas did this on a whim after one manufactured home deal came across his desk randomly. Made a simple flyer. Agent put it on the table. Those buyers used it at every other showing. He did not try to own the niche. The niche just started calling him.
AI builds the flyer. You answer the phone.
The Real Play
There is a version of you that spends the next month learning AI tools you will never actually use. And there is a version of you that spends one afternoon building a scenario bot, naming a program, recording a 90-second voice memo, and dropping it into 20 agent DMs.
The second version closes more loans. Not because they are smarter or more experienced. Because they took the tools they already had, the programs already on their approved investor list, the AI account they are already paying for, and they actually did something with them.
That is the whole play. You have already got what you need.
Use it.
