Rainmaker - USA Style
Rain Dance by Leonard Filgate
>What is a USA Rainmaker?
>Rain Making - Purchases
>USA Top Ten Rain Makers List
>Rain Making - Refinances
>So Just How Do I Make It Rain?
>Rain Making Top Sellers
>Why is FHA so Important?
>Rainmakers and Programs
>Some final thoughts on rain makers - no matter your expertise
Rain Making - Purchases
  • First Time Home Buyers - Entry Level
  • FHA Purchases with Seller paid and Government financed grants
  • Relocations
  • Investors
  • Move-up
  • Trophy
  • Luxury
Rain Making - Refinances
  • FHA Streamlines
  • FHA Secure
  • FHA Reverse Mortgages
  • 20% of homes still have equity and growing every day
  • Subordinations
  • <$250,000 due to bidding war in entry level
Rain Making Top Sellers
 

Purchases - (last 2 months)    
FTHB =

42%

Relocations -

32%

Investors =

  19%

Subtotal

93%

Niche Markets =

    7%

Total

100%
Why is FHA so Important?
 

  • FHA Loans in the market place:
    • FTHB with or without grants to 100%+ CLTV
    • Move-up and Trophy homes now at $400,000 to 97%
    • FHA Streamlines to 97%, no appraisal required
    • Foreclosures and mortgage lates with FHA Secure >100% CLTV
    • Cash-outs to 95%, R/T and purchases to 97%
    • High LTV Reverse Mortgages to 90%
  • Half the MMI of Conventional at 97%
  • 80% of the market's achievable loans are FHA
  • Competition is limited because most lenders don't have FHA
  • After waiting for many years now, it's finally cheaper to own than to rent
What is a USA Rainmaker?
 
  • Dictionary - see achievement
    • Informal: One who is known for achieving excellent results in a profession or field, such as business, sales or politics.
    • One who is believed to be capable of producing rain, as through magical or ritual actions.
  • Thesaurus - see do and action
    • Something completed or attained successfully: accomplishment, acquirement, acquisition, attainment, effort, feat. See do.
    • A great or heroic deed: exploit, feat, masterstroke, stunt, tour de force. see action.
USA Top Ten Rain Makers List
 
  1. First Time Home Buyers
  2. First Time Home Buyers with a Grant
  3. Relocations
  4. Investors
  5. Streamlines
  6. Reverse Mortgages
  7. Homes with Equity - 20%
  8. FHA Secure - Foreclosures, Mortgage Lates, etc.
  9. First Time Home Buyers purchasing move-up and trophy homes
  10. Subordinations - Secure, refinances, lates, upside-downs
So Just How Do I Make It Rain?
 
Herbie Hancock's Rain Dance
 

 

 

 

 

 

 

  

  • 60% - 100% come from two strategic alliances sources:
    • Realtors, and
    • Title Companies and their Farm Lists
  • 10% - 20% come from database and referral sources:
    • Clients in your During Unit
    • Clients on your Advocate 15 list
    • Clients on your Top 150 list
  • 10% - 20% come from marketing to the general public
    • Ugly yellow signs and its many variations
Rainmakers and Programs

Rainmakers

FHA

Realtors

Farms

Database

1. FTHB

C

C

  

C

2. FTHB/Grants

C

C

  

C

3. Relocations

  

C

  

  

4. Investors

 

C

   

C

5. Streamlines

C

  

C

C

6. Reverse Mortgages

C

  

C

  

7. Equity - R/T

C

  

C

C

8. Equity - C/O

C

  

C

C

9.FHA Secure

C

  

C

  

10. Subordinations

C

  

C

C

Totals

80%

40%

60%

70%

Some final thoughts on rain makers - no matter your expertise
 
 

  1. You must sell yourself to sell your firm
  2. Sales mean survival
  3. Lack of time is no excuse
  4. Take responsibility for your own development
  5. You have to get over the hump before it's fun
  6. Adopt new measures of productivity and success
  7. Marketing is an emotional roller-coaster
  8. You can gain a sense of control in marketing
  9. You must get face to face to make a sale. You'll never build a full pipeline until you build a full schedule and stay in front of people as often as you possibly can
  10. Always do some marketing rather than none. It's better to market without planning, than to plan without marketing
  11. Everyone can make a contribution. You can create an army of prospectors in the market place if you treat people right and use the best strategies
  12. When you win - celebrate your accomplishment. Make it a habit to reward yourself and others when important things are accomplished, no matter how small
  13. Now is the time to get started. If you had to pick a number one on this list, it's this last one, lucky 13. Remember, all you have to do right now is get an appointment. We will help you with the rest. Just get the appointment!