Your Lender Partner Should Make You More Money 📱

What should a great lender partner actually do for a real estate agent?

If the answer is simply “offer competitive rates and get loans closed,” the bar may be way too low.

This week, Devin Dubuc and Shaune Corbett break down what a true lender-agent partnership should look like and why the right lender should actually help an agent make more money and grow their business.

We’ll talk about how a lender can help agents:

Create new business and opportunities
Convert more leads into clients
Speak the buyer’s language through monthly payment
Build a stronger “why buy now?” conversation
Use speed and certainty as negotiating advantages
Protect the agent-client relationship
Communicate proactively when problems arise
Help with marketing and lead conversion
Bring business back to the agent
Ultimately help the agent look better to their clients

The big idea:

A lender should contribute to all three stages of an agent’s business:

Get the client → Convert the client → Close the client.

Most lenders only show up for the last one.

That’s the problem.

Join Devin Dubuc and Shaune Corbett for a candid conversation about what real estate agents should expect from their lending partners and what loan officers need to do if they truly want to earn the title of “partner.”

Creators and Guests

Host

Devin Dubuc

Coach. Dreamer. Dad. Helping you own your worth and go after what sets your soul on fire🔥

Designer

Jennifer Rodriguez

Jennifer Rodriguez is the engine behind LOS.Live and The Mortgage Giants, leading everything from graphic thumbnails and episode descriptions to cross-platform distribution. With years of experience as an Office Manager and Executive Assistant, she brings organization, strategy, and innovation to every production. Mentored by Growth Leader Devin Dubuc for the past six years, Jennifer collaborates on branding and podcast strategies that help loan officers nationwide elevate their business. Known for her positive energy, adaptability, and commitment to growth, she is the trusted voice guests connect with throughout the podcast experience.

What is Loan Officer Success Live?

This isn’t another sales tips podcast.
This is Loan Officer Success Live - where mortgage and real estate pros come to master modern growth without the burnout.

Hosted by Devin Dubuc, Loan Officer Success Live is a deep dive into the psychology, strategy, and systems that build legacy-driven businesses in today’s market. Whether you're a high-performing loan officer, a rising agent, or an entrepreneur scaling fast, you’ll learn how to attract clients, grow income, and lead with brand, not brute force.

Real conversations. Tactical playbooks. No cold-call bro-hype. Just clarity, confidence, and creative firepower.

You don’t need a script. You need a strategy. Welcome to Loan Officer Success Live

Social Media Links:
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Facebook: www.facebook.com/loanofficersuccess.live
YouTube: www.youtube.com/@loanofficersuccesslive

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Disclaimer: The information is intended to be viewed for informational purposes only. The content contained herein is not guaranteed or endorsed by the company, or any company mentioned, nor is this content meant to be an offer of credit. The information contained in this video may not be wholly or at all applicable to every situation or jurisdiction. You are strongly encouraged to consult your professional mortgage advisor before acting upon any information in this video. The information provided is for use as a training tool only. The information is not intended, nor should it be relied upon for any other purpose.

Welcome back to The Counterculture Agent

presented on Loan Officer Success Live.

Hey,

today we're doing something a little

different.

Normally,

I'm the one asking Sean the questions,

but in one of our recent conversations,

Sean said something that caught my

attention.

He basically said,

I've got fifty loan officers I could send

a deal to.

Why would I send it to you?

And I thought,

this is a question every loan officer

needs to be able to answer.

Because great service, communication,

and closing on time, those things matter.

But is it really enough to earn the

business from a top producing agent?

So today we're going to flip the script.

Sean's going to ask the questions.

I'm in the hot seat.

And we're going to talk about what agents

really want from their lenders.

Sean, let's get into it, brother.

I love it.

Thank you, Devin.

I'm excited to talk about this.

You know,

I've been in real estate for a long

time.

I'm not going to give the resume,

but it's more than five hundred

transactions.

And as you can imagine, people,

lenders especially,

they get into the history like anyone.

Anytime you meet.

Right.

You're going to you're going to meet an

agent.

before you start offering your value or

even spending any time trying to get to

know them you're going to throw them into

your little system to find out how many

transactions have they closed are they are

they talking a lot of you know noise

which most agents do they say how great

they are and then you go and find

out man you've closed ten transactions the

last three years i mean i i'm happy

to be a lender partner for you i'm

not going to go out of my way

to give one deal a year right i

mean that's not going to be something that

as a lender wants to spend the time

and energy

going after.

So over time, you know,

I had my own brokerage for ten years.

I worked at EXP.

I've got seven icon awards,

one of probably less than a hundred out

of eighty five thousand that actually got

that far.

And I get plenty of traction and people

want to partner with me.

And I tell them up front, I said,

you don't want to partner with me.

I'm mean.

I don't spend a lot of time giving

you a lot of fluff.

If you can't execute and do everything

without my input at all,

I don't have time to do your job.

So that used to be the way I

used to think about the lender

partnerships.

That's within,

I'd say about two to three years ago,

I had a mind shift.

And actually, you know,

I've changed the way I view.

And honestly, Devin,

I probably wouldn't talk to you if I

had not changed the way I view lenders.

And the way I view lenders now is

I find ways that I can partner with

them in a way that would be beneficial.

And, you know,

like you and I have a good relationship.

We're both benefiting from sharing

experience.

And we have, you know,

a little bit of the charisma and talk

show host type thing going on.

So we're not boring.

I think that that helps.

You know,

we're not just getting dry information

without any much personality.

But now I've realized that I need to

find ways to partner with them.

And, you know, over time,

I see where real quality value

propositions are for lenders if they want

to try to start building relationships

with agents.

And we're going to go past.

And I tell lenders this all the time.

Hey,

I want to come teach one of your

classes.

OK, great.

What do you want to talk about?

Oh, well, I got these programs.

Stop.

Agents do not care about your stupid

programs.

And I'm saying this in a really negative

way because we don't.

Programs fix niche problems.

They are not going to build my business.

And I've seen some really cool programs,

but man,

they're so freaking niche that I can't

apply that to my business.

That's not going to help me sell more

houses.

What you have to do is build the

relationship,

show that you can do what you can

do and be really good at it,

be on top of it, answer,

be ahead of things.

And some point, hey, by the way,

I've got this product.

The agent will listen because now you've

broken.

It's like any other relationship you

can't.

It's like preaching the gospel, right?

You got a homeless guy on the street.

And the first thing you start talking to

him about Jesus when he's he's dying of

hunger, you know,

start with the relationship and then they

will hear you.

You know,

that's always a good place to start.

So I wanted to kind of kick it

off there.

And I do have some you have any

comments or any of that, Devin?

Well,

I think at the end of the day,

I do a hundred percent, you know,

and at first off,

I just got to say,

you're a hell of a nice guy, Sean.

So, you know,

give yourself a little bit more credit

than that.

But at the end of the day,

I completely agree with you, you know,

in regards to the products and some of

the niche products, because at the end,

We have to assume as originators that our

agents already have these programs

available for them.

Even if maybe ours seems super special,

it doesn't change the fact that as you

talked about before,

you've got fifty lenders holding up their

hands saying, hey, pick me, pick me,

pick me.

And we all start to sound about the

same if all we're talking about are

programs.

You talk about value propositions,

and again,

a program can be a value proposition for

the right agent who,

we've talked about this in our previous

conversations,

has an avatar that meets that particular

program.

Because ultimately,

like we've spoken about,

you have a particular avatar for who

you're looking to do business with.

And if my niche program happens to fit

that avatar, that's great.

But it goes back to the relationship side

of the business.

You talk about this being a relationship.

I think it's the same way.

If you're going on a date, right,

are you literally leaning in for a kiss

the moment that you walk in the door,

right?

And if you are, hey, man,

way to go, Casanova, right?

But –

If you're like most of us,

you're asking questions to get the noted

person to see,

are we a good fit for each other?

Do we jive with each other?

Do we have a good vibe and a

good chemistry?

And if we do, then great.

This is somebody that we want to do

business with,

and maybe we can build a relationship over

time.

So I couldn't agree with you more.

I will add what makes it a little

harder for me, and I'm not, obviously,

all agents will say the same thing.

I'm not the average agent, right?

I'm not the average agent.

What I look for are people that are

going to partner with me on my podcast.

I have podcast sponsors.

I have five podcast sponsors on my

podcast,

Real Estate Success with Sean Corbett,

and I have a lender partner in there.

That's a part of what I have.

And I have expectation that that's what

you'll be doing.

I also do a lot of events and

training events and stuff like that.

And I have my lender partners will come

out and they'll sponsor the event.

And that's something else that we do.

You know,

Devin and I are trying to create an

event and I won't have a lender partner

sponsor his event.

I actually have a Tyler Coleman with Black

Tie Moving here in Dallas, Fort Worth.

I'll give him a shout out.

He's one of my sponsors, my podcast.

And he's very good and he's on top

of his business and he quotes everything

himself.

So he'll actually sponsor the event.

But anyway, I also do that.

That's not something that agents do,

right?

And then I have my book.

I have some sponsorship benefits with the

book that I have created.

I've got a community.

I have things that agents and lenders

don't value,

but I do have specific things that when

I do partner with them,

that's going to make all the difference.

And I want to kind of work through

that, right?

A great lender should help you win

clients, convert buyers, solve problems,

structure better deals that ultimately

help you grow your business.

So today I want to dive into that

and I want to do it from the

agent's perspective.

What should we actually expect from a

great lender partner?

And when I say it from the agent's

perspective,

I'm going to ask and prompt things to

Devin that allow him to respond.

And then I'll give a counter response and

I'll grade it if he's good or bad.

No, I'm just kidding.

No, grade me.

Grade away, my man.

Grade away.

I'm up for the challenge.

Um, cause I like it.

I mean,

I can certainly push back in a lot

of different spaces and you're, you know,

you and I had the conversation before

about a lot of these things and you

can go into a lot of detail.

I do want to get really specific and

tardy because we don't have unlimited

time.

Uh,

but I'll give you a chance to kind

of work through it.

So one of the things is it's often

we find that lenders like to offer,

you know, certainty on everything, right?

Oh yeah, they're good.

Everything's good.

I want the deal.

You want the deal.

The deal is good.

I think certainty over promises can create

a problem for you.

What does that mean to you as a

lender talking with an agent and trying to

be a lender partner with them?

Well, I think, Sean,

one of the things that we always talk

about is under-promise and over-deliver,

right?

And I think too many people do it

exactly the other way.

They over-promise and under-deliver,

right?

So one of the things that I've always

coached and practiced personally, right,

because you've got to practice what you

preach,

is to make sure that your partners

understand what type of client that we're

working with.

And I know a lot of people are

really quick to want to get a pre-approval

back.

same day.

I got to get a pre-approval over there

right now.

Right.

And I think it is important to let

your agent partner know quickly what they

have in hand, but at the same time,

there's different grades for different

clients.

And I think we talked about this the

other day.

You have your eight clients, you know,

you talk to them, they're W-two, you know,

same income.

They've been in the same job forever.

They have plenty of assets.

They've got lots of equity in the exit

home if there's an exit home.

These are people that we can qualify

rather quickly.

But you have B clients, right?

And these are people that have a little

bit more caveat and may take a few

more days to get put together.

And then you have C,

which are clients that, hey,

these folks may take a little bit more

time.

Be patient with me.

We may be able to get a mortgage

ready.

But at the same time,

don't go throwing them in the car and

driving all over town

Because at the end of the day,

they may not be the right client for

you right now.

And I think it's really important to make

sure that when you hand over that

pre-approval letter,

that you can give it a certification that

this is somebody that I've evaluated.

I've crossed the T's and I've dotted the

I's.

And this is somebody that you can feel

confident putting in the car and go and

show a home to.

I've seen it happen so many times where

they don't look at the, meaning day,

meaning loan officers,

don't look at the documentation up front.

they don't make sure that they've verified

what the clients told them on the other

end of the phone.

When we get closer to contract and they

start asking for documents, guess what?

There's a problem.

And now they're scrambling to fix an issue

that could have been resolved on day

number one.

And if the agent was really asking, hey,

I need this quickly,

they need to have the courage to stand

up and say, hey, look, here's the deal,

Sean.

I know you want this one quickly,

but here's the things that I need from

this client to make sure that they're

going to be fully qualified so you can

have confidence in the approval that I

provide.

Would you rather me give you a piece

of paper that says they're pre-approved

Or would you rather know with confidence

that this client is fully approved?

And when we find a contract,

we're going to get them through to the

closing table with little to no problems.

Sure.

Yeah.

No, I mean,

I can give some immediate feedback on

that.

I'll tell you the number one thing is

if you're getting flimsy approvals because

you want approvals, then everybody loses,

right?

That's a problem.

You look bad.

The client is now ticked off because they

thought they were qualified.

The lender now realizes, well,

I had what I thought was enough,

but my underwriter rejected it.

And now they need so much.

And they always do.

They go to the underwriter, right?

You got to play that game.

Underwriter will have their own

conditions,

and then you go through all the conditions

to get them to the next level.

Getting it deep into that level as much

as you can and being able to have

A as soon as you can would be

great.

I'll say something that you've probably

never heard before.

I have a pretty good or a pretty

high IQ when it comes to lending and

what requirements are needed in order to

get people qualified.

I know DTI.

I know income.

I know expenses.

I start asking them about their personal

debts.

I actually and it's funny because I was

I've always done this anyway.

I know if I'm wasting my time or

not is I already kind of pre-qualified

them in a sense.

And that actually the company I work for

now actually makes it a part of our

system to save everybody time and energy.

We are going to try to find us

a

And we're still going to send them to

get approved.

Right.

But it's okay to ask, you know,

debt to income and some of that.

So we're not all wasting our time too.

That's right.

You know,

I know that lenders have this habit of

neat, neat kick.

Well, just fill out the application,

just fill out the application,

just fill out the application.

And there's,

it costs everybody time and money.

You got to pay for the credit report.

And you realize, well,

this guy doesn't even have any income,

right.

Or, or,

they've got six cars they've signed on,

right?

They're co-signs on, whatever it is.

So I think it's valuable if agents can

actually get to be a part of the

process and they can qualify,

they can learn the basics.

We're not going to pull documents,

we're not going to look at their checking

accounts, but we can at least say, okay,

you make a hundred thousand a year.

Yes,

you can buy a three hundred thousand

dollar house because you only have one car

note and no other debts, right?

There's some things you can kind of like

calculate and DTI is not a hard

calculation.

It's not.

It's a simple math equation.

All right.

The last thing is I did have one

recently.

Okay, this is important.

I know a lot of you may gloss

over what we're talking about.

Like, of course,

we need to pre-approve people.

The problem is that we're in a market

right now where we have a high fallout

rate on contracts.

And buyers are looking for any reason to

get out.

And one of them,

the most common late contract,

late contract get out clause is the third

party financing, not getting approval.

So it's important that whoever's on the

other side is competent and can do that.

I just had one happen.

The buyers owned a house.

They did not have to sell the house

to buy our house.

And I did not do my due diligence.

I took them at their word.

Okay.

And that sounds pretty solid.

And then the lender gave me the

pre-approval.

So I had like three really positive

reasons.

There's no reason they won't qualify.

And literally right after the option

period,

they bailed because they don't qualify.

Unbelievable.

And now who looks bad?

I do.

I look stupid because I went through that

and I didn't have someone that was ready

to go.

So that was on me.

Let's keep going because we got a lot

to cover.

How about speed?

Okay.

So lenders,

they can't wait a day to get us

estimates on payments and estimates on

cash to close, right?

We need to get something reasonably quick

because buyers are emotional.

And we know between the lender and the

agent,

the buyer wants to talk to the agent.

And this is the illustration I gave

before.

Agents are like Disneyland.

We have all the gold.

We're exciting.

And lenders are like the dentist.

It's a necessary evil we got to go

to.

And then the lender is now going to

make you get naked.

Yeah, I don't feel like a dentist, man.

I feel like I'm a pretty fun guy

to work with.

I'm going to have sharp elbows this time.

It's okay.

Good.

And you know,

because now you got to like analyze

everything.

You got to see all their personal secrets

and it's not something that anyone would

really enjoy.

I don't enjoy it.

You know,

even when I go and get loans,

I know I have to go and get

loans and I'm going to have a partner

I'm working with.

Now they got to know all my personal

business, right?

That's right.

That's right.

so keep that in mind you're exposed you're

swimming naked is what you're saying you

know and at the end of the day

nobody loves to look down and realize i

don't got any shorts on right now and

the tide's up right so be realistic with

this i know you know devin i could

be the buyer could be pinging you on

every house they see hey give me an

estimate give me an estimate we have to

have the conversation that's right okay

let's focus on one and then use that

as a baseline it ain't going to change

very much if you pick in the same

price range right so have some

conversations

But making that quick response,

how do you guys deal with that?

Well,

I love that you said that because I've

got a trick up my sleeve.

So number one,

we talked about speed to lead.

I think that's really important.

That's something that we coach on here

often at Premier Lending is speed to lead.

Make sure you're in touch with your

consumers quickly,

but also make sure that you're

communicating that back to your agents.

And there's a lot of different ways that

you can do this.

So I'll start with the lead process.

So when a lead comes in, effectively,

we want to reach out to that client

at least two times by phone on the

day number one.

But we also want to send a text

and an email.

And, you know, full disclosure,

we might have an automation on this that

helps with the text and the email.

But the phone calls need to come from

you directly.

And more importantly,

you want to include your agent partner in

that.

We have another process we call touch the

lead, touch the partner.

So when we reach out now,

not that you need to know every single

touch point.

But you do need to know, hey,

we tried, we talked to them,

reached out twice,

didn't get ahold of them,

or we did get ahold of them,

this is what's going on.

Second part of that is,

and this is something that you and I

spoke about in our pre-planning call,

is we have a CRM software that has

an agent portal.

Well, what I didn't tell you

is it also has a borrower portal, okay?

So what that does for us is the

agent immediately when we get that lead

can see the lead,

they can see it exists,

they can see when we're reaching out to

the consumer if they want to use the

portal.

Some agents love it, some don't, right?

Because we all have our own systems and

processes.

But a good agent partner is going to

love this because they can see what's

happening, not just on that lead,

but any lead that they've provided to

myself or one of our team members.

This is where it gets good for the

client.

So once we've pre-approved that client,

it has a portal for the client with

the pre-approval.

They can go in and they can actually

look at the pre-approval,

but they can also self-serve.

So if they want to go out and

look at a different property and they want

to know,

am I going to qualify this property?

What does the payment look like?

There's literally a back end system that

allows for them to go in and they

can modify the taxes.

They can modify the insurance.

They can look at what that's going to

look like in a payment.

And more importantly,

it also have the contingencies.

HOA can't be more than this.

Insurance can't be more than this.

Taxes can't be more than this or they're

not going to qualify.

That is a secret weapon.

Now, again, some people don't want that.

Some people still want to talk to you

face to face.

And that's where if we get a communication

from a consumer or an agent,

we are going to respond back within an

hour to two hour radius, if not faster,

just depending on whether we're helping

another client or not.

And that's important, right?

Making that connection and making the

response.

And I've certainly worked with buyers that

come to me and they have their own,

I have my own pre-approval.

Okay.

Would you like to get a second opinion?

Right.

I try.

I mean, and they're like, no, no, no.

It's my family friend.

They've sold us three houses, whatever.

I said, okay, great.

And because they didn't have to work or

earn that deal, the lender,

they will communicate when they're ready.

I've done this enough times.

The old phone a friend loan officer.

Yeah.

I got to get them on the phone,

and they all have dog and pony show.

Like, oh, my gosh, I've sold.

I've been doing this for ten years,

twelve years, whatever.

And most of them have been doing it

a long time.

That doesn't mean they're good.

That doesn't mean that they're really

proficient.

That doesn't mean they're using modern

technology.

It just means that they've done enough

loans to stay alive and pay their bills.

And some are great, Sean.

Some are phenomenal, right?

It just depends.

For sure.

But this is when we don't have that

agreement.

And I want agents to realize these things

are going to happen and value having

someone that's readily responsive and

wants to continue to impress.

That makes a big difference.

So just keep that in mind on getting

that.

The turnaround times are real important

because we'll be sitting there waiting and

a buyer will not sign a contract if

they don't think they can qualify.

Yeah.

One point I want to put on that

as well, you know,

when it comes to the third party lender,

right?

So agents,

if you're a buyer that happens to jump

onto this call and hear what we're talking

about,

agents have preferred lending partners for

a reason, right?

And that's because they have confidence in

these people to be able to get the

client to the closing table on time with

little to no headaches.

And again,

you may have a great family friend or

somebody that you know that's in the

industry,

but that doesn't mean that they have a

proven track record.

And so the agents want to put you

together with somebody that they can have

confidence is going to make certain.

T's are crossed, I's are dotted.

They know the team members.

They know how each other works, right?

And, you know,

at the end of the day,

if you have a great lending team with

a great title company that have all worked

together in the past,

it truly is a team process.

You're going to have a much smoother

process to get to the closing table.

And I think that's what Sean's talking

about.

No, it makes a big difference, right?

If you have partners involved,

then I have some type of

I'll say in a nice way, leverage, right?

With each one of them,

they owe something to me to make sure

that my client is taken care of.

That's right.

And it makes all the difference to be,

you know, contractors, inspectors,

title companies, lenders,

insurance partners.

I have a insurance partner that's on my,

as a sponsor of my podcast as well.

And it's because he beats everyone's deal

because he can shop every single market.

And he gives me a response immediately

when people need to get an insurance

quote,

an EOI on a property they're buying.

I've actually,

as I made it a part of my

business, I actually do clue reports.

on homes I'm selling.

And I think all of you should consider

that.

It doesn't cost you anything,

it costs the insurance partner or

something,

but a clue report will tell you if

there's any claims or anything like that.

That really helps certainly for lenders to

know

When you know that up front,

now we can go look for that claim.

Now we can go make sure that the

roof was replaced.

Now it answers questions before they come

up.

That's why these things are really

valuable.

We're not going to talk about selling

homes right now.

Let's talk about speaking the buyer's

language.

Have you ever heard anyone kind of say

that before?

DTI, LTV, front end, back end ratio.

Sure.

And I think...

I'd say most lenders, I would say,

are probably less colloquial, right?

They actually do kind of speak in some

layman's terms, but I'm going beyond that.

When buyers, if you say,

how much house can you buy?

They don't really know.

But if you said,

how much can you afford per month?

They know immediately.

That's right.

Because they can relate to their payment

now,

their rent or their mortgage payment now.

They can immediately relate.

So that's the language I'm talking about.

What do you say when you have lenders

that get in there and say, okay, well,

you can buy between four twenty five and

four fifty.

Okay.

I don't know what that means.

Yeah.

Yeah.

How do you what is it that you

tell or suggest?

I think, you know, Sean,

first of that is a great interview up

front.

You know,

what are we trying to accomplish here?

What are we trying to solve for?

Right.

You know, is this your first home?

Is it going to be move up home?

You know,

do you have a budget in mind and

what does that look like for you?

Right.

Do you plan to be here for a

short term or a long term?

OK.

And by asking the right questions,

it's going to allow for you to really

help understand what programs are going to

fit that client's needs the best.

So for me personally,

I think it's really important to find out

that information up front, right?

What's the payment point that you're

looking for?

And then we can transition that over to,

well,

this is what that's gonna look like in

a house.

And one of the biggest things that I've

found, Sean, is that clients,

they've already done the math a lot of

the times to determine, hey,

if I buy this much house,

This is what the P&I payment will be

or principal and interest payment, right?

But what they don't think about is the

escrows.

They don't think about the taxes.

They don't think about the insurance.

And assuming that they might be in a

government loan, FHA,

they're certainly not thinking about

upfront mortgage insurance premiums or

monthly mortgage insurance premiums.

So when you're working with a first time

home buyer, man,

what a payment shock that is when you

sit down with them and say,

let's walk through what you can qualify

for to hit the payment range that you're

looking for.

And a lot of the times you'll hear

the feedback of, oh, wow,

that's way different than what I expected

it to be.

I wasn't calculating for these things.

And that's why it's so important to have

that conversation,

because that's most certainly going to be

a part of the payment.

And ultimately that may change the price

range that they're actually going to start

feeling confident searching in.

I love that.

And it's really obvious the problem,

right?

So realtor.com, Zillow, every one of them,

you go on that website,

they're only going to tell you principal

and interest.

That's it.

They're only going to tell you principal

and interest.

And they're going to assume things, ten,

twenty percent down.

They might put twenty percent down.

That's right.

Just to make that payment really low and

not have any PMI and make it look

really attractive.

And advertise a teaser rate that only

people with higher credit scores and

bigger down payments are going to actually

qualify for.

Of course.

Yeah.

So they're paying rent.

They're paying twenty five hundred a

month.

They can start looking at things that are

half a million.

Because it's twenty five hundred a month

and just principal and interest.

That's right.

And then they realize, oh, wait a minute.

This is really four thousand dollars a

month once you start adding in everything

else.

So what you're saying is language matters.

Agents look for this and they want to

know that when you're educating the client

on what they can qualify for,

that you're talking in a way that the

client can truly understand and relate to.

So, again,

we're not throwing somebody in the car and

driving out on hopium.

I hope I can purchase this much house.

We know we can purchase this much house

and we know confidently that it's going to

fit within the budget range that we're

comfortable with.

I love it.

I'll give an agent agents out there a

bonus tip.

If you and every lender partner can do

this,

they can create a scenario for a house.

If you're listed between three hundred and

four fifty, that's right.

You can create a no down payment scenario

for

with a one-year buy-down that's not very

expensive.

It's maybe three to five thousand at most.

and you just build it into your sales

price.

That's right.

And they can offer that and they will

come in, you know,

four hundred a month less or more.

That's true.

And you can now have a offer to

buyers that are looking and they see three

houses and you're offering your house at

four to five hundred dollars less per

month.

That's a value add proposition that costs

you nothing.

And your lender partner can create the

information.

They can create the flyer.

It's really easy for them to do.

So that's an easy value add tip for

agents out there.

It's a value add.

And we call it,

we also call it a sneaky trick, right?

Because a seasoned veteran like yourself

knows these tricks, right?

And they're not a trick because it

actually works.

There's a benefit to the consumer,

but it also helps you more marketable for

the properties that you're presenting out

there.

So I love that one, Sean.

How about this, right?

The market,

lenders need to be on top of,

and they should.

I think all of them know kind of

where the market's at.

They follow the agents and they know,

you know, is it a seller market?

Is it a buyer market?

What's our issue right now?

Obviously,

interest rates is still probably the

hardest thing to overcome.

I believe that lender partners,

when they get on the phone with an

interested buyer,

one of the biggest objections is why buy

now?

So what do we tell and what do

lender partners,

what is their way of dealing with that?

Because that's going to come to them and

they need to handle those.

Well,

I think that's a great question and it

comes up often.

And one of the things that we've got

to think about is...

Rates aren't really high.

We think they're high.

And the reason we think they're high is

because we kind of entered the perfect

storm, right?

Ultimately, we had rates in the low twos,

and ultimately,

a lot of people qualified there,

and they started to feel like that was

the norm.

But then in addition to that,

we saw market values, even at the DFW,

pop anywhere from ten,

fifteen to twenty percent in a very short

period of time.

And then we've got inflation on top of

that,

which that perfect storm makes

home feel a little less obtainable because

the rates have evened out to where a

more average rate environment, right?

When I got into the industry in two

thousand and two,

we had rates at six and a half

and that was a refinance boom, right?

So, historically,

where we see rates today is actually

fairly average, right?

But why buy now?

Why buy now and why not wait?

Well,

this is something that I think is really

important because what we know is that

homes tend to appreciate four and a half

to five and a half percent

every single year, right?

Now we may see some corrected markets and

we may have seen some recently,

but if you look historically over the last

eighty years, right,

we've only had eight markets where homes

have depreciated.

So that means that your money is very

well protected because I can tell you

right now,

you talk about that on the stock market,

At the end of the day,

if you invest your money there,

you don't know what that's going to look

like.

With homes,

we know four and a half to five

and a half percent per year.

What that also tells us is the home

that you're going to buy today is going

to cost more next year.

So even if rates improve between now and

next year,

the home that you were going to buy

is going to increase in value.

In addition to that,

let's say that we did have a massive

rate drop and rates dropped to four and

a half percent.

What's that going to do to the market?

Everybody that's been sitting on the fence

waiting is going to engage back into the

market at the same time.

And now, all of a sudden,

homes that have been sitting are going to

be homes that are starting to have

multiple bid opportunities on top of.

So that means that the home that already

went up four and a half to five

and a half percent now is going to

have a multiple bid offer,

which means that you may not be able

to find the home that you actually want,

right?

And if you do,

you may have to win that bid by

paying more for it

just to win the bid to get the

better rate.

The person that buys now gets the benefit

of the market improving.

They get the house they want because right

now, sellers are willing to negotiate.

And more importantly, if the rates drop,

we simply refinance.

Put them back in a better financial

position.

They've gained the equity and they're in a

position to where they have the house that

they actually want,

not the house that they got accepted

because ten other people put an offer on

it.

It's funny agents roll their eyes when

people say, you know, marry the house,

date the rate or date the house.

I, I don't have a problem with it.

I think the idea is stop being consumed

by these other variables,

but we do what's best for your family.

Yeah.

You know, at the end of the day,

whatever's best for your family,

if it's staying in an apartment and losing

a hundred percent of your money,

And you don't have to consider other

variables,

and that's best for your family,

then stay in the apartment.

But if moving into a home and start

building,

and no one really can put their face

or name on the emotional impact it has

by owning a home versus renting.

Things change.

Now it's yours.

Now you're the American dream,

as they say.

You know, it starts coming into fruition.

Now you get to make decisions for your

own home.

No one else can tell you.

You're not, you know,

you're not an employee of the landlord.

You get to make your own decisions.

Well,

I love that you said marry the house,

date the rate, because honestly,

I hate that slogan.

And it is a little cringeworthy, right?

But I think at the end of the

day,

it's the shortcut way of saying what I

just said.

But I think right now consumers need to

hear the full walkthrough.

to understand what that really means,

right?

Because quite frankly,

you could have summed it up in marry

the house, date the rate, right?

But what does that really mean to the

consumer?

It doesn't.

You talk about talking in layman's terms.

Well,

if we talk about what the market's done

in the past, what it's doing today,

and how that's going to benefit them

long-term,

now they're going to have a better

understanding of what that really means.

And the other thing that I want to

point out there is guess who's out there

scooping up properties right now,

left and right.

Investors, investors,

investors are scooping up properties less

than us.

Let's talk about that.

If this is a terrible market to buy

homes in,

why are investors buying up all the

properties?

Because we have three years of frozen

property values.

They are going to go up.

I don't care how many people tell us

that we're going to have a crash.

I remember this two years ago.

Even right when the interest rate finally

took that spike,

everyone made this prediction that we're

going to have a crash.

And I kept saying,

I don't know how it's possible.

We don't have enough inventory.

You know,

we don't have an abundance of inventory

that's forcing the prices down.

And they didn't.

And in fact,

it stayed the same for three years.

That's right.

You know,

good or bad or however you want to

think about it, at least they didn't,

you know, lose twenty percent.

They just didn't go up, you know,

and that's just kind of part of it.

Grant Cardone said something the other

day.

He had posted directly to this point.

He had a very specific strategy around it.

I'm not going to get into the strategy,

but what he said was,

go out there and steal you some houses

right now.

Steal you some houses.

What he meant by that,

I don't know if that's exactly what he

said.

Basically, if you're an investor,

this is the time to go steal a

home because people are motivated to sell

and at the end of the day this

is a great time to start building your

portfolio which is your net worth and this

is a gentleman who's literally made

himself close to a billion if he's not

there already as a car salesman from

houston that transitioned into real estate

and did this from you know being somebody

that had no income you know not no

income but came from no wealthy background

to now becoming one of the wealthiest men

in the united states well he knew how

to make money work work for him and

how to work for other people and he

and he built a business on it.

Very successful.

He did.

A hundred percent.

A hundred percent.

Here's what I'd like to do.

We're only about halfway through.

We're already more than thirty minutes in.

And I think that,

I think this would be good to do

a part one, part two.

I'm good with that, Sean.

Because I think this is a lot of

good information.

I've got some good ones.

I'll give you a couple of teasers.

We've got problem solvers.

Hold on real quick.

How am I doing so far?

You said you were going to grade me.

Your answers are subpar.

No, I'm kidding.

I think you did great.

You actually have real solutions.

Because you are in a different position.

I'd give you an A, A plus.

I wouldn't.

And the main reason is because I'm talking

to someone that's had to go through all

these issues and failed probably at a lot

of them.

Absolutely.

And realize that if I don't have a

solution or response to deal with these

type of headaches,

and I'm prompting you through all these

things,

then you're not going to be able to

continue to build a successful business

being able to respond and deal with them.

Absolutely.

Absolutely.

So let me give a few teasers for

the part two.

Let's get teased, man.

Tease it up.

So we've got...

One of the things that really is a

struggle is lenders are not able to solve

problems and they end up killing deals

without any type of.

And I know they don't maybe like to

use their creativity.

Right.

You have to get outside of, well,

FHA is not going to work in these

box in this channels.

We're going to have to get more strategic

and you're going to have to have other

items in your toolbox.

You know,

there's a thousand ways to close a loan.

We all think there's only like two or

three.

No, there's a thousand plus.

So you got to get creative.

Help convert leads, right?

That's a big part of the process.

Often we just keep getting these

opportunities and I've partnered with

lenders and they've got thousands of my

leads in their box.

They do nothing.

You got to hold me back because you

know I want to answer these.

Oh, no, no.

can uh let's communicate proactively often

we only get bad news and we don't

know which direction we're going when you

see things and when you're an experienced

agent you know and this is where the

lender can help experienced agents i have

a feel about things when i know things

are not jiva i just know and you

as a lender you're going to as well

and being able to predict and say here's

some headaches we got to deal with before

we get too far down the road we

could talk about that

Protecting the agent-client relationship,

making sure that that client comes back.

Or if they are saying bad things about

you, you can defend.

Bringing business back when they close in

the future, make sure that they come back.

Help the agent market different things.

There's a lot of ways that you can

be a part of that process.

That's right.

Understanding negotiation from an agent's

perspective, not a lender's perspective.

Get out of the static information.

There's some really good things there.

And then at the end of the day,

let's make the agent look good, right?

Because the objective is we need to build

the relationship and build something

together and everybody wins.

That's really kind of what we're looking

for.

And how do we do that?

And it's got to be beyond, yes,

I know how to close a loan and

do my job.

Well, that's, that's,

that's loan us or one-on-one.

If you can't do that,

get out the business.

Sure.

Just find the door, wherever it is, exit,

go do something different.

And I'll probably have a few more surprise

questions next time as well.

I like it.

I like it.

Well, you, you,

you definitely have teased my interest.

Cause I just want to fire away right

now, Sean, you got me.

I'm like a bulldog on a pit bull

on a leash, but you know what?

We're going to have to save this one

for the next week.

So if you like where we're heading with

this, if you love those teaser questions,

uh,

Come back next Friday, ten a.m.

Central,

and we're going to be here to answer

those questions.

Your lender partner should make you more

money.

What are we supposed to be doing, lenders?

What are we supposed to be doing for

great agents out there like Sean Corbett?

So, Sean, I appreciate you as always.

My brother loved doing these podcasts with

you.

Any closing words before we wrap up today?

No, but I will say this.

This actually is important.

Who you partner with does matter.

It does.

No matter what you do,

when you partner with your inspector and

he keeps forgetting everything and leaving

buyers in a bad position,

you partner with title companies,

they don't communicate.

And certainly lenders that leave you

looking bad all the time,

you're going to hate the business.

And you don't know what you don't know.

So talk to an experienced agent about what

should I be looking for in that type

of scenario.

They're not informing me.

They let me down on this.

They told me they were approved.

Now they're not.

Let's make sure you partner with people

that have a common vision with you in

order to build a successful business.

I like him.

I like it.

Well, guys,

if you want to follow Sean directly,

I'm running these right across the bottom

of the screen.

But go look for him on YouTube at

R-E-S-D-F-W.

R-E-S-D-F-W.

Sean Corbett.

That's Sean S-H-A-U-N-E.

And if you want to find him over

on Facebook, it's just Sean.Corbett.

And then if you want to find him

on Instagram,

you're going to find him at Sean Real

Estate Solutions.

And make sure that you like,

subscribe the page.

That's what we're doing this for.

We want to keep bringing this great

content,

help you level up your game and build

a community, right?

That's what it's all about.

So until the next time, guys,

we will see you then.

Awesome.

Thank you.

Thank you, brother.

Thank you, as always.

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