FALL 2022 WHAT REALTORS NEED TO KNOW - Churchill Mortgage
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
WHAT REALTORS NEED TO KNOW FALL 2022
TABLE of
CONTENTS
1 Introduction
2 Rate Relief for Your Clients
5 Fall Pop-By Templates
7 Top 5 Maintenance Tips for New
Homeowners This Fall
8 Is This Marketing Mistake Costing
You Business?
11 Social Media Templates
14 5-Step Summary
WHAT REALTORS
NEED TO KNOW
FALL 2022
The leaves are changing, the air is crisp, and the current market is stirring up
a lot of questions about homebuying in the last few months of 2022. Let’s
make sure you’re at the top of your real estate game this fall with a playbook
full of tricks, tips, and ways to keep clients happy!
1
RATE RELIEF FOR
YOUR CLIENTS
It’s no surprise to Realtors that the market remains competitive right now.
With interest rates continuing to fluctuate, Churchill Mortgage Home Loan
Specialists are doing everything they can to ensure that clients know every
loan option available to them. One of these is our Rate Relief Program.
With Rate Relief, a buyer temporarily
lowers their interest rate by having
the seller or builder pay a certain
amount upfront. This lowers the
buyer’s interest rate by 2% the first
year of homeownership and by
1% the second year. Then, at year
three the full interest rate will lock
in for the remaining length of the
loan, or until the buyer refinances
or sells.
Step 1: Reach out to a Churchill Home Loan
Specialist to have this flyer co-branded with
your contact information!
2
The Rate Relief Program gives the home buyer the opportunity to ease into
homeownership and adjust their budget the first two years to have success
in the third year. It also allows the buyer the chance to potentially refinance
at the third year, lowering their interest rate before they have to pay the
standard rate.
When explaining this home loan to a buyer, you want to mention that it
gives the advantage of an adjustable-rate mortgage (ARM) without the
risk. As we see interest rates go up, more people are becoming curious
about the temporary relief that comes from an adjustable-rate mortgage
without considering the reality.
We all saw incredibly low interest rates in 2020 and 2021, which allowed
buyers to get more bang for their buck. As rates increase, we’re seeing many
people priced out of their local market. This temporary reprieve can open
the possibility of homeownership to more buyers. This rate program will also
allow sellers and home builders to attract offers on a home that isn’t moving
off the market.
For builders, this type of loan can be a great
marketing tool. It provides an incentive
for buyers to choose their new With Rate Relief, the buyer receives
build over another home. If the benefit of a lower rate without
the builder offers Churchill’s the risk of not knowing what the
Rate Relief Program without rate will be in the future, and
greatly increasing the price Realtors protect commissions.
of the home, it’s not only
helpful to the buyer and
encourages referrals.
3
As a Realtor, you will negotiate the terms of a rate buydown in the best
interest of your buyer. It will also help you ensure the buyer understands all
aspects of the temporary buydown. Here are some talking points you’ll want
to cover:
Your buyer must qualify for the original loan terms (meaning the third-
year interest rate) to use Churchill’s Rate Relief Program.
If your buyers plan to sell or move before they “break even” on their
loan, a rate buydown may not be in their best interest.
This type of loan can only be used on a primary residence or second
home.
The money the seller or builder uses to buy down the interest rate will go
into an escrow account that goes straight toward the mortgage payment
each month.
Easing into the mortgage payments is helpful, but your buyer should
have a plan ahead of time for how they will budget for the full monthly
payment. Their Home Loan Specialist will lay out their full mortgage plan,
but it’s always helpful to have it reiterated from their Realtor too!
An interest rate buydown will look different for each buyer who uses it. To
make sure your buyer is getting the smartest mortgage plan possible, we
recommend partnering with a Churchill Home Loan Specialist. Your client
will have peace of mind knowing you and their mortgage company are
working together to do what’s right for their long-and short-term goals.
If you have any questions about our Rate Relief
Program or any other loan programs as we continue
to navigate the final months of the 2022 real estate
market, reach out! Our team is happy to help.
featured on
4
FALL POP-BY
TEMPLATES
As we fall into autumn, why not pop by and say “hi” to some past clients or
business partners? Here are some fall-themed ideas to keep you top of mind.
Back to School
If you have past clients with kiddos back in school, this
pop-by gift is sure to be a hit! Gift them a sweet dessert to
celebrate the new school year. Drop off a fall-flavored
pie from a local business with a card that
says, “Just dropping by to say pie! Hope the
school year is off to a great start!”
halloween
Treat the people who keep your business going to a Halloween-inspired gift.
Order some cinnamon-scented decorative brooms and add a note that says,
“Witch-ing you a very Happy Halloween! If you know anyone looking for
more (b)room in their next home, keep me in mind!”
Thanksgiving
There’s no better time to show our gratitude for the
people we work with than Thanksgiving. Take one thing
off your past clients’ to-do lists and gift them
a centerpiece. Attach a note that says, “I’ve
never had a client as gourd as you! I’m so
thankful you chose me to be your Realtor!”
5
Fall-theme: option 1
Nothing’s better than a fall bonfire, except a fall bonfire
with s’mores! Grab everything you need to make the
perfect fireside snack and add a note saying,
“There’s nothing I love s’more than clients like
you!” This treat will make you the sweetest
Realtor around.
Fall-Theme: option 2
Ring in autumn by showing referral partners or past clients you’re on their side!
Put together a basket with all the fixings for the perfect fall drink, including a
fall mug. Add in a notecard with the directions and on the other side that says,
“Don’t forget, I’m always on your cider! I can’t be-leaf I get to work with you!”
Step 2: Download all of these free templates are available for download at
https://www.churchillmortgage.com/agent-resources/templates.
6
TOP 5 HOME
MAINTENANCE TIPS FOR
NEW HOMEOWNER
With the crisp air and changing leaves, it’s no wonder why so many people
love fall. It’s also the perfect time of year to do some home maintenance. You
may have heard of spring cleaning, but this year we’re all about that autumn
upkeep. Here’s the top 5 tips that you (and your clients) need to know.
1. Flush hoses used during the warmer months and store in the garage or
shed. Be sure to wrap exterior pipes and spigots with heating tape or insulation
wrap to prevent freezing. Also, don’t forget to winterize irrigation or sprinkler
systems, if needed.
2. Trim trees and shrubs around the house so when cold weather comes there
aren’t any issues with branches leaning on the roof or falling against the home
during a winter storm.
3. Change direction of your ceiling fan rotation. In the winter, the heater is
running and by reversing the direction of a fan it can help move the warm air
down to the floor.
4. Update safety equipment. Every time there’s a turn of season, it’s a good
idea to test the home’s safety equipment such as smoke and carbon monoxide
detectors, and even fire extinguishers.
5. Keep the yard clear of leaves. Not only does it upgrade the curb appeal,
but it keeps the grass safe from suffocation and fungus. The last thing your clients
will want to pay for next spring or summer is re-sodding the lawn!
Step 3: Share fall home maintenance tips woth your clients. Go to:
www.churchillmortgage.com/articles/maintenance-tips-for-fall
7
IS THIS MARKETING MISTAKE
COSTING YOU BUSINESS?
“If you need something, just ask.” We’ve heard it a thousand times. In
today’s digital landscape, there’s more opportunity than ever for real estate
professionals to expand their business, just by asking.
What is this secret to marketing success? Testimonials. By showcasing
positive experiences past clients had with you as a real estate agent, this
year can be your most profitable year yet!
As people rely on reviews more than ever before deciding to go into business
with someone, it makes sense that testimonials would be key in marketing
your services as a Realtor. So, what are the best testimonials and how do
you market them well?
Start by Asking
That seems simple enough, right? The truth is many people don’t leave a
review or a testimonial simply because no one asked them to! By directly
asking your client to send you a testimonial, you have a much higher
chance of them following through and typing up the review.
Now, when we say directly, we mean directly. Sending them a link in an
email or asking them to take a survey on your website can be helpful (we’ll
talk more about that later) but it won’t give you the same return as calling or
even asking clients face-to-face.
8Once you’ve asked your buyers or sellers to give you a testimonial and
they agree, it’s important to plan to follow up with them regarding what they
wrote. This will help them to take the testimonial more seriously and it also
shows you’re committed to fully understanding their experience with you as
a Realtor.
Incorporate Video Testimonials
What’s even better than a written testimonial from a client? A video testimonial.
Let your past clients talk about their home buying or selling process with you
as a Realtor. They can discuss why they chose to work with you, what the
best part of working with you was, and why they trust you as their real estate
agent. This will help prospective buyers or sellers to feel connected to you
since they’re able to see and hear the stories of past clients.
Be sure to let your clients tell their whole experience. If there were things they
wish you had done differently, it’s okay for them to talk about that! It shows
validity of their experience and gives you space to grow as a Realtor. Follow
up on any negative feedback so your clients can see your willingness to do
better and learn.
Add a Link to Your Emails
While this isn’t going to get you as much feedback as a direct ask, it’s still
very beneficial. Some of your clients may be busy or just aren’t “review
type” people. Giving them a passive option to provide feedback at their
leisure will still be of benefit to you, even if it’s not immediate! Just add a
link to a review page in your email signature and let your clients know how
grateful you are for them sharing their experience with you!
Remember, a great testimonial will discuss the positive aspects of choosing
you as a Realtor, what sets you apart from the competition, and how you
took your client’s unique situation and goals into account when helping them
buy or sell.
9Step 4: Ask for and market your client’s feedback.
Now that you have ways to gather testimonials, how do you utilize them to
your advantage? Here’s four ways:
1. Dedicate a Page of Your Website to Testimonials: Make sure prospective
clients have a place to find feedback while they’re browsing your website.
By showcasing all your testimonials and reviews in one place, future clients
will be able to break down what they’re looking for based on buyers’ and
sellers’ categories. Create a page that catches the eye by keeping things
clean, simple, and straightforward.
2. Promote Positive Reviews on Social Media: When a client has nice things
to say about you, it’s important to post to your business social accounts!
Social media matters because it’s an easy way to expand your market.
People can share your posts and refer friends who may be looking to buy
or sell. Plus, when you tag a former client in a post about their testimonial,
it may show up on their social newsfeed, increasing your reach even more!
3. Create an Email Campaign: For a real estate agent, an email database is
like gold! Don’t be afraid to compile a few of your favorite testimonials and
send them out in an email. This works especially well for video testimonials,
as people are more likely to watch a short video than read a long email!
Don’t forget to add in a link for potential clients to connect with you and see
how your conversion rate rises!
4. Utilize National Real Estate Sites: As a Realtor, you probably have a
profile on a national site. Whether you use Zillow, Realtor.com, Trulia, or
another site, don’t forget to update your page with testimonials and reviews!
Many people search these sites before finding personal websites, making
them a fantastic resource for future clients.
Testimonials are one of the top marketing tools a Realtor can use to grow
your business. It also helps to partner with people who want to make a
positive impact in the lives of their clients.
10SOCIAL MEDIA
TEMPLATES
With a plethora of holidays coming up, we thought you may need some social
media templates. Don’t forget that engagement is the most important aspect to
growing your following on social platforms, so respond to comments and ask
questions!
halloween
Here are some caption ideas for
your Halloween post:
A town’s trick-or-treating date
and time.
A poll asking “witch” candy is
people’s favorites.
Something generic such as
“Hope all the ghouls and boys
have a Happy Halloween
and that all the parents get the
chance to sneak some candy!”
Step 5: Download and post seasonal social media templates.
11veterans day
Caption ideas for Veterans Day:
A well-known quote regarding
the holiday.
Ways to donate to non-profits
that help veterans.
A simple and heartfelt thank
you message such as, “We are
the land of the free because of
the brave. Thank you to the men
and women who have served
in our Armed Forces.”
thanksgiving
Thanksgiving captions can include:
Telling your clients how thankful
you are for them and their
referrals.
Asking people to drop a
comment saying what they’re
thankful for.
Ways to give back during
the holidays: “As we kick
off the holiday season by
giving thanks, here are some
local non-profits looking for
volunteers and donations.” You
can then list links, or better yet,
partner with one to do a food
drive or fundraiser.
12Don’t forget, the Churchill Mortgage family is always looking to partner
with Realtors who are looking to take the client experience to the next level.
That’s why we provide tools and resources that will not only help you build
your business, but to continue putting people over profits.
If you’re looking to expand your business and knowledge, connect with us!
135-STEP
SUMMARY
step 1: Request a co-branded Rate Relief flyer from a Churchill
Home Loan Specialist
step 2: Download your fall pop-by templates
step 3: Share fall maintenance tips with your clients
step 4: Market your clients’ feedback
step 5: Download and post seasonal social media templates
14NEED MORE INFORMATION?
Just reach out to your local Home Loan Specialist
888.562.6200
churchillmortgage.com
Company NMLS ID # 1591 (www.nmlsconsumeraccess.org); AL-20934; AK-AK1591; AR-32094; AZ-0926494; CA-4131256 & 60DBO-140687, Licensed by the Department
of Financial Protection and Innovation under the California Residential Mortgage Lending Act, under Churchill Mortgage Corporation, which will do business in California as
Churchill Mortgage Home Loans; CO-Mortgage Company Registration, Churchill Mortgage Corporation, 1749 Mallory Lane, Suite 100, Brentwood, TN 37027, Tel 888-562-
6200, Regulated by the Division of Real Estate; CT-ML-1591; DE-033845; DC-MLB1591; FL-MLD1264; GA-23146; HI-HI-1591 & MS276; ID-MBL-8038; IL-MB.6760685,
Illinois Residential Mortgage Licensee, Department of Financial and Professional Regulation, 310 S. Michigan Avenue, Suite 2130, Chicago, Illinois, 60604-4278, (312)
793-3000 1050; IN-10930 & 10931; IA-2009-0009; KS-MC.0025136, Kansas Licensed Mortgage Company; KY-MC19522; LA- Residential Mortgage Lending License;
MA-Massachusetts Mortgage Lender License #ML1591; MD-18840; ME-Churchill Mortgage Corporation, Supervised Lender License NMLS # 1591; MI-FR0019728 &
SR0014889; MO-19-2136, 2300 MAIN ST STE 900, Kansas City, MO 64108-2408; MN-MN-MO-1591, MN-MO-1591.1 & MN-MO-1591.2; MS–1591; MT-1591; NC-
L-144110; ND-MB103110; NE-2037; NH-Licensed by the New Hampshire Banking Department 21382-MBS; NJ-Licensed Mortgage Banker by the NJ Banking and Insurance
Department; NM-03780; NV-5187; OH-RM.850178.000; OK-MB002527 & ML002574; OR-ML-5134; PA-41761, Licensed by the PA Department of Banking and Securities
under Churchill Mortgage Home Loans; RI-20173440LL; SC-MLS-1591, MLS - 1591 OTN #1 & MLS - 1591 OTN #2; SD-ML.05137; TN-109305; TX-Mortgage Banker Branch
Registration; UT-11711076; VA-MC-5222, Churchill Mortgage Corporation of TN; VT-7009; WA-CL-1591; WV-ML-34919; WI-1591BA & 1591BR; WY-2516; Tel 888-562-
6200; 1749 Mallory Lane, Suite 100, Brentwood, TN 37027; All other states, Churchill Mortgage Corporation; For licensing information go to: www.nmlsconsumeraccess.orgYou can also read
