What do you do when the biggest person standing between your customers and homeowners is you? There are more than 2,600 down payment programs available, but most buyers have never heard of them. And it’s not because they aren’t qualified. Because agents won’t pick it up. It’s not a question of knowledge. It’s an ego issue.
In this episode of Real Estate Insiders Unfiltered, Rob Chrane, CEO of Down Payment Resource, and Mosi Gatling, SVP of New American Funding, discuss one of the most overlooked issues in the real estate industry: why agents aren’t talking about down payment programs.
From myths about “assistance” to the reality that many of these programs benefit people making six-figure incomes, this conversation raises questions about how agents think about affordability, fiduciary responsibility, and what it actually means to serve clients.
If you want to help more buyers and close more deals, this episode is a wake-up call.
highlights
The reality is: Most buyers are unaware of the existence of these programs. Also, many agents don’t bring this program up because they think it’s only for “low-income” buyers, which complicates transactions and weakens offers.
That’s all wrong.
This conversation details:
Why over programs aren’t used every day The biggest misconceptions agents believe about down payment programs Why these programs aren’t just for first-time buyers How buyers can use their funds to lower interest rates and keep cash in their pockets How to incorporate these programs into every buyer’s conversation
Gatling also shares real-world strategies for presenting these options without creating friction, and why good agents don’t wait for clients to ask questions.
Because if you say you’re a trustee, you have to act like one.
If you want to get more business, serve your customers better, and stop leaving money on the table, this episode is a must-watch.
Connect with Rob Crane on LinkedIn. For more information about Down Payment Resources, visit us on Facebook and online at downpaymentresource.com.
Connect with Mosi Gatling on LinkedIn or Instagram.
Real Estate Insiders Unfiltered is currently available exclusively on Inman. Enjoy agent and team-focused content every Monday and leadership interviews every Wednesday. Listen on Apple or Spotify.
James Dwiggins is co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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