Hey guys, you're gonna be taking a listing in the next couple weeks. And when you take that listing, what if I give you a tool that can help you market it in a way that will set you apart from all the competition and help you sell for top dollar—despite the interest rate issues that we're having in the marketplace right now?
Here's your golden ticket:
When you're sitting with the seller, I need you to ask them this question:
"Can I ask you, what kind of loan do you have on this home?"
If they answer that they have an FHA or a VA loan or a USDA loan, guess what? Those loans are potentially assumable. And if they have a loan interest rate of less than 5%—even less than 6% today—that could be very valuable to a buyer in the marketplace.
Now, there are some conditions and qualifications. Obviously if they're doing a VA loan, the buyer has to be a veteran themselves. But most of these just require that the...
New study out from the Mortgage Bankers Association shows that ARM demand has reached a 14-year high.
And now what's an ARM?
An ARM is an adjustable rate mortgage.
A lot of you that have entered the business over the last 10 years may have never used an ARM.
They became almost invisible for many, many years. Why? Because we've had the lowest interest rates in history. No one would bother doing an ARM. But over the last quarter, just to here in 2022 ARMs have gone up to a 14-year high.
So an ARM is an adjustable rate mortgage. Generally, it's set interest rate for the first 3, 5, 7 years. And then it resets based on the current rates of that time. There's a cap on it. Every loan's a little bit different, but here's some examples of what that looks like:
Right now, as I'm talking to you today...
The current interest rates are about 5.5% while the ARM rate is about 4.5%. So people are getting about a 1% discount for going into an ARM...
What percentage of Americans would you guess paid off their home?
Think about that for a second: Completely own their home, free and clear.
In other words, when you're driving down the street in your neighborhood, out of 10 homes, how many people have paid their home off and outright own it?
Would it be 2 homes, 3 homes, 4 homes?
The answer is 38% of Americans have paid off their home in full, which is absolutely amazing.
The equity for homes in America is off the charts. It's incredible. So that's good.
Now, why do I bring this up?
The reason I bring it up is because people that have equity in their home actually have a huge, powerful advantage when it comes to moving up to their dream home.
And here's why:
They can actually do something that a lot of sellers can't. They could go buy a home and finance their second home (what they're going to buy next). And they won't have two mortgages.
So they have no pressure on themselves when it...
Sometimes a seller will say to you, "Well, just sell it to a cash buyer. I don't want to deal with financing."
Have you heard that? We all have from time to time. When you have a seller say that to you, you need to arm yourself with good information so you counter that. And help them understand that the market isn't comprised of a ton of cash buyers.
The good news is that there are more cash buyers that there has been. We've seen a huge uptake in cash buyers. But the current number as of today, in all across the country, is that 25% of the sales done in the country are now cash buyers.
But what's the reverse of that number? The reverse of that number is 75% of the sales are not cash sales. So they're involving some level of financing. Which means that when we list a property, we have to sell it four times in order to create a sale.
We have to sell it to the market, to get them excited about that listing. That's creating that...
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