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Mortgage Lending Mastery

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Aug 3, 2017

In this episode, I get to sit down with
Aaron Hendon, a real estate agent in Seattle, Washington. He is in the midst of writing a book about real estate blind spots. Tune in to find out what these blind spots are, and how you, your partners, and your clients can overcome them!

 

Key Takeaways:

[:51] Jennifer welcomes her guest for this episode — Aaron Hendon.

[1:55] Aaron talks a little about himself — How did he get to where he is now?

[3:34] What brought Aaron to the point where he is now writing a book?

[6:55] How many blind spots are there in real estate?

[7:50] Heuristics, or mental shortcuts people take that keep them from operating rationally, is one.

[8:23] Appearing as an authority to get more clients is another blind spot.

[9:45] Availability is a mental shortcut that people use — if something comes to mind more easily, it is more important. This is exactly the premise that staying top-of-mind operates on.

[12:43] Why is making decisions based on availability a blind spot?

[14:07] What are some ways that lenders can overcome clients’ tendencies to use the availability phenomenon in making decisions?

[18:39] How can lenders help their real estate agents be more aware of these blind spots, and help them overcome them?

[20:09] Lenders need to develop a way of working with their Realtor® partners on the front of education — sometimes, people don’t know what they don’t know, so it’s important to educate them.

[22:25] A lender or Realtor® cannot rely on asking the client what the most important aspect of the loan process is — they don’t even know it themselves.

[25:15] There is an increasing need to take the time to slow down and explain to clients about the blind spots they need to be aware of.

[26:22] Another big blind spot loan officers and Realtors® should be aware of is always trying to be a contributor.

[28:26] What are some examples of contributions that Aaron’s partners have made that have added value to his business?

[33:27] It’s really important to move beyond a transactional relationship between referral to one of building up the community to grow each other’s businesses.

[34:24] Aaron wraps up with some final thoughts about blind spots on the whole.

[38:36] It’s important to be able to outline for clients what value they get out of the price they are paying you.

[39:04] Aaron encourages you to have an authentic interest in being a contribution to the people you have to opportunity to serve.

[40:28] Get a copy of Aaron’s first book Don't Get Fooled Again, via his website, and get on his mailing list, as well, to get access to his next book when it’s released!

[42:54] Don’t forget to leave Jennifer a review on iTunes, and email her if you have any questions you want answered, or topics you would like to hear on the show!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Aaron Hendon on LinkedIn

Don’t Get Fooled Again, by Aaron Hendon

Email Jennifer Du Plessis

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