Austin First Time Home Buyer Seminar Tap into Trust

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Transcript:

Kenn Renner

American Dream Seminars. You can go to AmericanDreamSeminars.Com, that leads to my website, BuyAustin.Com, and there’s hundreds and thousands of pages in there that are all for the benefit of knowledge. Knowledge is power as they say. And then the right use of knowledge which is wisdom. We’re in the business of helping people turn dreams into reality. I started out really with nothing and I was able to make my dreams come true with a lot of hard work and also by meeting a lot of the professionals that were there to help me along the way. Mentors and professionals that I came to learn from at seminars like these and through personal relationships. I learned about goal setting and planning and then turning plans into reality. In fact, we do teach a goal setting and time management seminar, especially for professionals. Kenton has a whole series on business professionals if you’re thinking of becoming an entrepreneur some day that would be a really good program to look into. Sente Mortgage has Sente Learning, which is like a university for entrepreneurs. So I think that would be a great opportunity. Most of it is free or at the cost of the printed material. But what you should be concerned with and what we should be concerned with as professionals is finding a three-pronged approach. Good professionals have to have good service, they have to have good expertise, and they have to have good integrity. If you’re missing that in the triangle, you’re going to have a difficult time. It’s good to have somebody that has good service. You want to have somebody with good expertise because it’s good to have somebody that is knowledgeable with what they do and make sure they’re keeping up with the times. And of course, integrity being the foundation, and that’s something that we hold very valuable. We found out that if we help people’s dreams become a reality through service, expertise, and integrity, we get the most highly coveted compliment that a professional can get and that’s the referral. You’re not going to refer your friends and family and co-workers to us unless we get you to the level of level of trust that you trust us so much that you’ll refer us. Just like me, I have a CPA that I’ve had for many, many years. I refer him all the time because I trust him. Sitting in the back of the room is Phyllis Woodham, she’s my title rep. She’s the one that handles our closings. I’ve been working with Phyllis for over 15 years now. It’s because she’s got good service and she knows what she’s doing. And if she doesn’t know the answer, she’ll find it out or tell me where to go. So the TRUST pyramid here starts with Truth and integrity and you’re looking for that in a professional. Respect, which is really the respect that the professional has for you. Understanding – do they take the time to understand and care about your own personal needs and wants. Everybody is different and everybody is going to end up in a different house someday. So do they understand what your needs are, do they ask enough questions? Enough to get them to the level where you’re Secure to give them your personal information. Your personal insight. Your personal dreams and aspirations. If we can accomplish that as professionals, you get to the level of Tethering. And what I mean by Tethering is that referral. You kinda throw out the rope to the next person. “Hey, you gotta go to this guy, you gotta go to this girl. She’s the one that really helped me get my home or got my loan.” And that’s why we talk about the tethering because if you’re missing any of those things, Truth, Respect, Understanding, or Security, you’re not going to reach the level of Tethering. And that’s part of the problem in the real estate business and the mortgage business. There’s not a lot of trust. In Fact, there’s not a lot of trust in the whole financial system altogether right now with so much insecurity going on. I said I’ve been doing these types of seminars since 1994 here and across the nation. And what we’re coming up against is a lot of fear. So you need to work with a trusted professional because it’s gone back to relationship and referral based business. Everybody’s got a great website. Every realtor and loan officer have a great website. It’s going back to saying, “Hey, I met this pretty cool guy, or I met this gal. She knows the process, she knows what she’s doing, you need to go with them.” That’s what we want. We want to turn you guys into raving fans because you know what that does? That lowers our cost of business. If you refer us business, we don’t have to go out and chase it. Now, 68% of people out there that buy a home go with the first realtor they met. So I’m the first realtor that you’ve met, I’ve got a two-thirds chance of being your realtor. I’m seriously saying that because I think that after you go through what we talk to you about and what we show you, you’ll see the honesty and the sincerity and you’ll find that you’re going to want to tether us to you and to other people climbing the mountain.

The tethering goes both ways. What that means is that when you get attached to us, you get attached to our Trusted Advisor Professionals. That’s a name Kenton and I came up with. What I mean by Trusted Advisor Professionals is that it’s an acronym, TAP. In other words, I’ve been in the business 25 years, he’s been in the business 25 years, you find people that you really trust and you can TAP into their network of people. Once you’ve tapped in to their network of people, that means you don’t have to go find all these people that are involved in the home buying process. I mean, our title company is represented here. We have an insurance company that’s represented. We have of course, our lender because it’s such an integral part of the process. But there’s all kinds of people involved. If you’re going to build a home, we’ve got architects that you can work with. It might take you a lot of time to find these professionals, whereas if you go to somebody who’s already got a network, you don’t have to spend as much time on it. It’s kind of like that Verizon commercial with the guy with the hat who comes up and says “is that all you got?” and it’s like “look at my people behind me.” And that’s what you get with Trusted Advisor Partners. The funny thing about real estate and the lending business is that we all get paid about the same amount. About 3%, maybe 1.5%, of the sales price or loan amount, but we get paid as professionals about the same amount regardless of whether we have 25 years experience or whether we’re brand new in the business. So my suggestion is that you hook up and tether with some one who’s got a lot of service, expertise, and integrity and a lot of years behind them. Most realtors will not be in the business in the next 2 or 3 years. We’ve already had an attrition rate of one-third of realtors in the Austin area. One-third of the realtors have hung up their license because they can’t make a living. Part of their problem is that they’re missing out on 42% of the market because few realtors are going out there and chasing after the first-time homebuyers. They’re the ones that need the most help and they’re the ones that are the most loyal once you show them the process. So that’s why we tap into your market.

Ok, I’m going to bring up Kenton Brown because he’s my trusted advisor lender. I’m going to let him talk for a little bit. We were going to call this the perfect storm, but that was kind of a negative connotation. You know that movie the Perfect Storm where all these factors come together to make a really bad storm. So we called this the perfect opportunity and I’m going to let him talk about what this perfect opportunity in this market is for you guys. Thanks Kenton.