ORRA members provide great responses to the questions asked for Orlando REALTOR® magazine’s “Closing Out” section. Here are answers to the most recent issue’s question: How do you turn a naysayer into a homeowner?
I pepper potential clients with questions, looking for opportunities. One time I found out that a renter was a veteran and pursued that angle. They were easy to convince when they learned they qualified for a 100 percent VA loan and their PITI would be $50 a month less than their present rent (for a home three times as big as their apartment!).
--Lynne Breckon, Investorlando Realty
We had a couple come into the office looking to rent a home for around $1,000. They turned into interested buyers when we simply showed them how that $1,000 can be a monthly mortgage payment. They are now fully approved for a loan and ready to buy their first house.
--Marcia Castro-Socas, Castro Realty Group
I always tell doubtful buyers that they could invest in their own future or in someone else’s. Pointing out that paying their own mortgage as opposed to paying rent on a home they will never own has always worked for me.
--Allison Vidal, Altura Investment Realty
I use factual data to show that real estate is a solid investment over the long term. Presenting these facts will convert even the most hardcore pessimists.
--Patrick Skiffington, Keller Williams Classic Realty
I use good old fashioned sales techniques by giving buyers reasons to buy: write off the interest; don’t worry about moving; decorate as you wish; prices are low; interest rates are great; there is so much inventory to choose from!
--Rustina Gibson, Z House Realty Group
I’ve realized that a lot of people who don’t think they will qualify for a loan become very excited when they learn they actually can. I also help doubters understand that real estate is a long-term investment and not a quick money-maker — it’s where they live.
--Andy Sellers, The Sellers Connection
I had a senior citizen who wanted to rent. She was recently divorced and never even gave a thought to buying. I asked her “why not?” and encouraged her to get qualified. She did and was thrilled to be able to purchase her first home on her own, and all it took was a simple question from me.
--Carolyn Hamm, RE/MAX Properties SW
I go into “consultant mode” with the understanding that every client’s needs are different. I once had a client who was adamant about renting. Nevertheless, I quietly provided her with a list that included six homes for sale in addition to six homes for rent. She surprised me by coming back, cash in hand, ready to look at the first for-sale house. She later explained that “she wants what she wants” and thanked me for “reading between her lines.”
--Amy Stier, Exp Realty, LLC
I pepper potential clients with questions, looking for opportunities. One time I found out that a renter was a veteran and pursued that angle. They were easy to convince when they learned they qualified for a 100 percent VA loan and their PITI would be $50 a month less than their present rent (for a home three times as big as their apartment!).
--Lynne Breckon, Investorlando Realty
We had a couple come into the office looking to rent a home for around $1,000. They turned into interested buyers when we simply showed them how that $1,000 can be a monthly mortgage payment. They are now fully approved for a loan and ready to buy their first house.
--Marcia Castro-Socas, Castro Realty Group
I always tell doubtful buyers that they could invest in their own future or in someone else’s. Pointing out that paying their own mortgage as opposed to paying rent on a home they will never own has always worked for me.
--Allison Vidal, Altura Investment Realty
I use factual data to show that real estate is a solid investment over the long term. Presenting these facts will convert even the most hardcore pessimists.
--Patrick Skiffington, Keller Williams Classic Realty
I use good old fashioned sales techniques by giving buyers reasons to buy: write off the interest; don’t worry about moving; decorate as you wish; prices are low; interest rates are great; there is so much inventory to choose from!
--Rustina Gibson, Z House Realty Group
I’ve realized that a lot of people who don’t think they will qualify for a loan become very excited when they learn they actually can. I also help doubters understand that real estate is a long-term investment and not a quick money-maker — it’s where they live.
--Andy Sellers, The Sellers Connection
I had a senior citizen who wanted to rent. She was recently divorced and never even gave a thought to buying. I asked her “why not?” and encouraged her to get qualified. She did and was thrilled to be able to purchase her first home on her own, and all it took was a simple question from me.
--Carolyn Hamm, RE/MAX Properties SW
I go into “consultant mode” with the understanding that every client’s needs are different. I once had a client who was adamant about renting. Nevertheless, I quietly provided her with a list that included six homes for sale in addition to six homes for rent. She surprised me by coming back, cash in hand, ready to look at the first for-sale house. She later explained that “she wants what she wants” and thanked me for “reading between her lines.”
--Amy Stier, Exp Realty, LLC
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