As real estate professionals, we feel the heat of the current mortgage meltdown a little more intensely than the rest of the country, but the people feeling it the most are our clients who are facing the real possibility of losing their homes. As with most problems, this one places a heavy burden on you and your clientele, but it also opens opportunities for you to serve your community and actually build your business.
Selling anything, particular big-ticket items, such as houses, is all about building relationships and trust, and there's no better way to do that than to help people in need. Now is a time to show that you are committed to the well being of homeowners in your area:
- Warn homeowners in your area who have ARM (adjustable-rate mortgages) that their rates may be rising soon. Tell them to contact their lender to find out when their rates will be going up, by how many percentage points, and what this will do to their monthly mortgage payments.
- Hold neighborhood workshops on how to deal with the mortgage meltdown and the real possibility of foreclosure.
- Add information and resources on your websites and blogs answering the most common questions.
- Provide a list of HUD and FHA approved lenders in your area, so homeowners know who to call for refinancing.
- Network with responsible lenders and credit counselors in your area to offer real assistance in the form of new loans that are more affordable.
- Encourage homeowners who are falling behind on their mortgage payments or are afraid that they might fall behind to contact their lenders sooner rather than later.
- Explain to homeowners the options they have, including selling their home, refinancing, reinstating, forbearance, borrowing from friends and relatives, and offering a deed in lieu of foreclosure.
- Encourage neighbors to assist one another. Let them know that high foreclosure rates can drag down housing values throughout the neighborhood, so it is in their own best interest to help others.
Help does not have to be financial -- watching someone's children so the parents can work another job can be a huge help.
Our industry and our country is facing a phenomenal challenge, and we all stand to lose out if we don't stand together at this critical moment in time. As real estate professionals, we need to form a small army of George Bailey's -- you know, the character that Jimmy Stewart played in the movie, "It's a Wonderful Life." We need to take the lead and help our clients stay in their homes, build solid neighborhoods, and generate the confidence that drives a strong economy.
When you take a leadership role in your community to stir the rank and file into action and do your part to save the community, you earn instant recognition and a reputation that lasts a lifetime. In the future, when someone in your community is in the market to buy or sell a home, who do you think they are going to call -- the new real estate agent who moved into the neighborhood or the one who rolled up his sleeves when the going got tough and helped a neighbor in need?
