Maintaining a connection with clients after they’ve closed and locked the door behind them in their new home is often a challenge. Aside from communications on holidays or birthdays, mailings on your latest business or sending a value-add seasonal publication on home upkeep/décor, what can you provide them that truly shows your continued value to them as their real estate professional? By offering them advice not on buying a new home, but refinancing their existing home using through the Home Affordable Refinance Program (HARP).
What is HARP?
Established in 2009 by the FHFA, HARP is a program for borrowers with mortgages owned by Fannie Mae and Freddie Mac and who have little to no equity in their homes to be able to refinance their mortgages to a lower rate. Among its benefits, borrowers can qualify with no minimum credit score or loan-to-value ratio cap requirements – the latter is a saving grace for loans that are “underwater.” You and your clients can read more on the government’s HARP website: https://www.harp.gov/Default.aspx?Page=1.
All good things…
Unfortunately, as with all good things, the HARP program and all of its benefits is drawing to a close – while it has been extended a few times, it appears that September 30th is the last date when borrowers can take advantage of the program. That means you only have a very small window of opportunity to use the program as a “conversation starter.”
How you can help your business by helping your clients
Refinancing gives you a chance to reconnect – and you can do it with something as immediate as a phone call or a personalized email. It shows that you are thinking about your clients as people in a valuable and valued relationship – you’re looking out for their best interests by giving them insight into a program that has the ultimate purpose of allowing them to stay in their house longer. That says, “It’s not about me, it’s about you” – and when it comes time for a referral to a family member or friend, they’ll remember you as the real estate professional who truly does care and go above and beyond.