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Transcript

Real Mortgage Case Studies With Quick Wins · That Home Loan Hub

• 0:10
  SPEAKER_01: And welcome back to the episode where we're gonna talk about case studies and some quick wins we had this month.
• 0:16
  SPEAKER_01: Hello Koonch.
• 0:17
  SPEAKER_01: Kiora.
• 0:18
  SPEAKER_01: It's been a while, eh?
• 0:19
  SPEAKER_01: It's been a really long time since I had you here.
• 0:22
  SPEAKER_01: Yeah.
• 0:22
  SPEAKER_01: In the hot seat in the hot seat.
• 0:25
  SPEAKER_01: Usually it's the cat and the dog now.
• 0:27
  SPEAKER_01: And my children, for those that listen to the holiday episodes.
• 0:30
  SPEAKER_00: Yeah, I I I think it is obviously the times, you know, like we've actually gotten so busy now in terms of our clients and things like that.
• 0:40
  SPEAKER_00: Making time for podcasts is like, how do we fit it in now?
• 0:44
  SPEAKER_01: Yeah, exactly.
• 0:45
  SPEAKER_01: Which is good.
• 0:46
  SPEAKER_01: Which is a good problem to miss.
• 0:48
  SPEAKER_01: But at the same time, we still want to educate them, right?
• 0:51
  SPEAKER_01: And a lot of them are coming through the podcast as well.
• 0:54
  SPEAKER_01: We actually had hundreds of downloads just last week.
• 0:57
  SPEAKER_01: It's crazy how it's taken off.
• 0:59
  SPEAKER_01: And USA is still one of the top ones after New Zealand.
• 1:02
  SPEAKER_01: So I don't know what's going on there.
• 1:04
  SPEAKER_00: It's because they all want to leave and move to New Zealand.
• 1:07
  SPEAKER_01: Awesome.
• 1:08
  SPEAKER_01: So let's talk about the wins you had.
• 1:10
  SPEAKER_00: Well where do I start?
• 1:12
  SPEAKER_00: We've had lots of wins lately in terms of getting deals across the line, working with clients in particular, especially the ones with the second chance first home withdrawal.
• 1:27
  SPEAKER_01: Yeah, I was gonna say to you, what's let's talk about the problems we've seen, right?
• 1:31
  SPEAKER_01: The problems we've seen is people thinking they can't get back on the letter once they've had a house before and they've used their Kiwi Saber before.
• 1:39
  SPEAKER_01: Yeah, they've separated, yeah, and now they're in their 40s and 50s and they think, oh, life is over, I can't get back on the letter.
• 1:46
  SPEAKER_01: Yeah.
• 1:46
  SPEAKER_01: And we've been able to turn this around for them.
• 1:48
  SPEAKER_00: Yeah.
• 1:49
  SPEAKER_01: By showing them that, hey, actually, you can qualify for a second chance Kiwi Saber withdrawal.
• 1:55
  SPEAKER_00: Yeah.
• 1:55
  SPEAKER_00: Yeah.
• 1:56
  SPEAKER_00: And I I I think that's yeah, one of the wins was all yeah, is that, you know, just educating our clients and letting them know that there is that second chance.
• 2:06
  SPEAKER_00: So provided that you're in the same position as a first home buyer from you know any relationship breakup or anything like that, then you can apply through Kyanga Order to see whether they they check your eligibility, basically.
• 2:23
  SPEAKER_00: Once you're eligible, they give you this letter and it's like, yep, you can take your Kiwi Saver out again.
• 2:29
  SPEAKER_00: Yeah.
• 2:30
  SPEAKER_01: So let me repeat the steps for those that are not sure what to do.
• 2:34
  SPEAKER_01: Your first step is to contact Kayanga Order for the approval, Kiwi Saver, second chance.
• 2:40
  SPEAKER_01: Then you receive a letter.
• 2:41
  SPEAKER_01: You take that letter.
• 2:42
  SPEAKER_01: So step two, you take that letter, you go to your provider where your Kiwi Saver is, and you give them the letter.
• 2:48
  SPEAKER_01: Step three, they release the letter saying you're eligible to withdraw X, Y, Z amount of your Kiwi Saver.
• 2:55
  SPEAKER_01: Step four, you bring us this letter, we take it to the bank.
• 2:57
  SPEAKER_00: We're on with these steps, man.
• 3:01
  SPEAKER_01: Next, what was the other problem we had this this month that we've solved?
• 3:06
  SPEAKER_01: Credit checks.
• 3:07
  SPEAKER_01: Yes, tell me about the credit checks.
• 3:08
  SPEAKER_00: Oh my gosh.
• 3:09
  SPEAKER_00: Yes.
• 3:10
  SPEAKER_00: So challenging credit check, and the client was actually almost at the point where she's like, shall I just pull out and not do it?
• 3:20
  SPEAKER_00: What was wrong with your credit check?
• 3:22
  SPEAKER_00: There was quite a substantial amount on a default.
• 3:26
  SPEAKER_00: But why did it happen?
• 3:28
  SPEAKER_00: Was there a reason?
• 3:29
  SPEAKER_00: The reason being this also frustrates me a little bit, is family members getting the person to take out this debt for them.
• 3:41
  SPEAKER_01: So you're trying to be a good person.
• 3:42
  SPEAKER_01: Yep.
• 3:43
  SPEAKER_01: You're trying to help out your sibling.
• 3:45
  SPEAKER_01: Yeah, because your sibling is a dropkick that didn't go to work.
• 3:48
  SPEAKER_00: Well, yeah, well then.
• 3:49
  SPEAKER_00: Well yeah, they're they couldn't qualify for the loan for whatever reason, right?
• 3:54
  SPEAKER_00: Because they stuffed up their own credit shirt.
• 3:56
  SPEAKER_00: Yeah, probably.
• 3:57
  SPEAKER_00: I've seen that a lot in the bank.
• 3:59
  SPEAKER_00: I know.
• 4:00
  SPEAKER_00: So and then obviously the sister's trying to be nice, or the brother's trying to be nice.
• 4:05
  SPEAKER_00: Family member trying to be nice, and then you they go and get, you know, they make a deal with the family.
• 4:10
  SPEAKER_00: The family says, if you can get me, you know, this um loan, obviously.
• 4:15
  SPEAKER_00: We'll pay.
• 4:16
  SPEAKER_00: And then they don't.
• 4:17
  SPEAKER_00: Unbeknown to them, the family stopped paying for this loan.
• 4:22
  SPEAKER_00: Right?
• 4:23
  SPEAKER_00: This resulted in defaulting to the credit.
• 4:27
  SPEAKER_00: So it was quite a substantial.
• 4:29
  SPEAKER_00: Our clients obviously didn't know about it until obviously wanting to buy their first home.
• 4:34
  SPEAKER_00: It comes up on their credit check, unpaid, everything like that.
• 4:39
  SPEAKER_00: Yeah.
• 4:40
  SPEAKER_01: And then they get a big surprise.
• 4:41
  SPEAKER_01: Then you have to explain to the banks of why it happened and how it happened and what's gonna happen going forward.
• 4:47
  SPEAKER_01: Correct.
• 4:48
  SPEAKER_00: So, how did you overcome that problem?
• 4:50
  SPEAKER_00: Basically, that you know, you just explain to them how it happened going forward, whatnot.
• 4:57
  SPEAKER_00: So, funny thing is one bank said no, one bank said yes.
• 5:01
  SPEAKER_00: Yeah, yeah.
• 5:02
  SPEAKER_01: And that's the power of coming to an advisor and us having the ability to negotiate on your behalf with multiple banks.
• 5:09
  SPEAKER_01: So instead of going to your own bank, getting an answer, and the bank says no, you can't have it, and then you get disheartened because you no longer feel like, oh, I can do this.
• 5:20
  SPEAKER_01: We we fight those battles for you.
• 5:22
  SPEAKER_01: And often we don't say to you about all the no's we get until we turn them into yeses.
• 5:27
  SPEAKER_00: We protect your feelings.
• 5:29
  SPEAKER_00: We do.
• 5:29
  SPEAKER_00: We literally don't let anything out until we until we have the answers from everywhere we actually approach, basically.
• 5:36
  SPEAKER_00: Until we, yeah.
• 5:38
  SPEAKER_01: That's an awesome win.
• 5:39
  SPEAKER_01: Yeah, well done.
• 5:40
  SPEAKER_01: Yeah, I've had one where they didn't even know about the debt because it was too cue card that they thought they already cut up and closed, but apparently the account was still open, and apparently it was still getting all the fees.
• 5:54
  SPEAKER_01: Account fees.
• 5:55
  SPEAKER_01: So when we found out it was already like three thousand dollars worth of fees, so yes, that was a really random one.
• 6:01
  SPEAKER_01: And the client had to negotiate was the Q card to shut it down and properly exit out.
• 6:07
  SPEAKER_00: Because the fees and then the interest on the fees, and late payments on fees.
• 6:13
  SPEAKER_01: Yeah, oh yeah.
• 6:14
  SPEAKER_01: Yeah, seen that as well.
• 6:16
  SPEAKER_01: Awesome.
• 6:17
  SPEAKER_01: What other problems have you seen that we managed to turn into wins?
• 6:22
  SPEAKER_00: I think those were mine too in this month.
• 6:26
  SPEAKER_00: Well, like was it just majorly always credit check and it's always family that's you know, helping each other out.
• 6:35
  SPEAKER_00: Yeah.
• 6:35
  SPEAKER_00: Yeah.
• 6:35
  SPEAKER_00: So that that's my major is yes, you want to be a good person, help your family, but I think it's best to say no if you get ever get put into that situation.
• 6:46
  SPEAKER_01: Or send them our way, we'll sort them out.
• 6:48
  SPEAKER_01: We'll sort the family out for you.
• 6:50
  SPEAKER_01: Yeah.
• 6:51
  SPEAKER_01: The other thing I've seen as well recently is when people receive letters of office from us, from the banks, they don't understand the terms on the letter.
• 7:02
  SPEAKER_01: Oh, yeah, and us explaining it to them.
• 7:04
  SPEAKER_01: And again, we think, you know, we send them a letter, or let's say the bank sends them a letter and they get all excited, but then they read the letter and they go, Oh, but it it says the interest rate will be 7% or something.
• 7:16
  SPEAKER_01: Now, one thing we need to explain to the clients time and time again, is what you get on a letter of offer is not your final interest rate.
• 7:24
  SPEAKER_01: So you've got to remember that, guys, when you get the letter, don't get disheartened that oh, my repayments are going to be way more than I thought.
• 7:31
  SPEAKER_01: And that was a couple of wins for me is again educating my clients through that and overcoming that mental block of, but I'm seeing it on the letter.
• 7:40
  SPEAKER_01: How come that's not true?
• 7:41
  SPEAKER_01: Well, it is true if you were gonna float, but you're not gonna float.
• 7:44
  SPEAKER_01: Most of the time you're gonna have the loan on fixed rate.
• 7:48
  SPEAKER_01: So part of our job is always explaining that and making sure the clients understand.
• 7:54
  SPEAKER_00: Yeah, and and that's why it's called a pre-approval letter as well, because it's pre.
• 7:59
  SPEAKER_00: Everything is all pre and like hypothetical as well at times, because you haven't locked in a property, we haven't actually got an address that you're actually going to buy.
• 8:09
  SPEAKER_00: So, yeah, don't stress out about the interest rates.
• 8:13
  SPEAKER_01: Exactly, exactly.
• 8:14
  SPEAKER_01: So that was a big one for me is realizing suddenly that I've been doing this for years now, and I'm actually thinking of creating some resources, video resources for our clients where I can record this and explain to them, and this is why we're recording this, that we can actually send it to them and go, hey, congratulations, you've received a letter, but don't worry, you know, this is not the interest rates.
• 8:36
  SPEAKER_01: Yeah.
• 8:36
  SPEAKER_01: Because also the other thing that people don't understand is the cashback.
• 8:39
  SPEAKER_01: Yeah.
• 8:39
  SPEAKER_01: I've noticed a lot of clients come to us and we say to them, yep, we'll get you cash back, but they're too eager and they go and research and they go on Facebook.
• 8:46
  SPEAKER_01: And on Facebook, everyone talks about cashback, and then they go, Oh, how come you didn't get me cashback?
• 8:51
  SPEAKER_01: Well, we're not there yet.
• 8:52
  SPEAKER_01: You need to find a property first for us to get the cash back.
• 8:55
  SPEAKER_01: And we've had some awesome wins with cashback.
• 8:58
  SPEAKER_01: There is one provider at the moment that's providing really high cashback.
• 9:02
  SPEAKER_01: Yep, and that's awesome offer out there.
• 9:04
  SPEAKER_01: And there are others that for first-time buyers, there is a set fee that you get.
• 9:08
  SPEAKER_01: You get$5,000 as a first-time buyer for cashback.
• 9:11
  SPEAKER_01: So there are all these things out there.
• 9:13
  SPEAKER_01: So by going to us, you are not disadvantaged at all.
• 9:17
  SPEAKER_01: Like we see what's on the market, we've done it many, many times.
• 9:21
  SPEAKER_01: It's not our first audio.
• 9:22
  SPEAKER_01: And I think a lot of the time our time is spent educating clients to trust us and to trust the process and not listen to the Facebook warriors.
• 9:31
  SPEAKER_00: Yeah, because each person, again, I think we keep saying each person, it's personalized, you know, like your situation is totally different to your cousin or your sister or someone like that.
• 9:45
  SPEAKER_00: So they may have been able to do this or that or weren't or not, but you don't know the full story.
• 9:51
  SPEAKER_00: So yeah, each you all have your own story, your own journey.
• 9:55
  SPEAKER_00: So just trust the process.
• 9:57
  SPEAKER_00: We're there to hold your hand throughout that whole process.
• 10:00
  SPEAKER_01: So yeah, I think those were quite um a few good wins for me when clients realize the value we're providing them with.
• 10:07
  SPEAKER_01: It's not just here's your offer, here's your approval, that's it.
• 10:11
  SPEAKER_01: Like there's actually more to the story.
• 10:12
  SPEAKER_01: And a lot of clients I'm getting right now as the ones that we've helped six months ago or 12 months ago, they're all coming back now for refixes.
• 10:19
  SPEAKER_01: Because that's another thing that a lot of people don't realize.
• 10:22
  SPEAKER_01: Once you've dealt with an advisor, you sort of it's ideal to be stuck with that advisor if you had a really good relationship because bank stuff changes all the time.
• 10:31
  SPEAKER_01: And clicking a button on your app is not the best solution to your problem.
• 10:37
  SPEAKER_01: Like, talk to us, you know, we're there for you.
• 10:39
  SPEAKER_01: Five-minute conversation, 10-minute conversation can solve a lot of answers that you have in your head.
• 10:44
  SPEAKER_01: Yeah.
• 10:44
  SPEAKER_01: Questions that you have in your head.
• 10:45
  SPEAKER_00: Yeah.
• 10:46
  SPEAKER_00: Yeah.
• 10:46
  SPEAKER_00: And definitely, yeah, call us in terms of your refixes.
• 10:50
  SPEAKER_00: And again, we probably already did an episode on this, but you guys are the ones that get the reminder on your phone or on your internet banking, the letters, the emails faster than we get the reminders.
• 11:02
  SPEAKER_00: So you need to remind us and just give us a call and have a chat about that.
• 11:06
  SPEAKER_00: Like, just even if you just need to confirm that this decision is the right decision, or like, am I like, you know, my rates have come up?
• 11:15
  SPEAKER_00: Do you reckon, you know, this is the right call?
• 11:18
  SPEAKER_00: Yeah.
• 11:18
  SPEAKER_00: And we'll be able to guide you through that.
• 11:20
  SPEAKER_00: And it doesn't cost them anything, right?
• 11:21
  SPEAKER_00: Yeah.
• 11:22
  SPEAKER_01: Like it's the best free advice.
• 11:23
  SPEAKER_01: And I mean, I wish I had that back in the day when I wasn't an advisor.
• 11:28
  SPEAKER_01: But even now that I'm an advisor, I mean, you and I bounce ideas off each other all the time, going, Oh, do you think it's a good idea to do this or that?
• 11:34
  SPEAKER_01: So, you know, you it's always nicer to have a professional on the other side guiding you through all of this.
• 11:39
  SPEAKER_01: Beautiful.
• 11:40
  SPEAKER_01: Well, thank you so much, Quinch.
• 11:41
  SPEAKER_01: Appreciate your time on this one.
• 11:42
  SPEAKER_01: Thank you.
• 11:43
  SPEAKER_01: What a good month.
• 11:43
  SPEAKER_01: I just want to wrap it up on this note that fantastic month we've had.
• 11:46
  SPEAKER_01: April, birthday, mom.
• 11:48
  SPEAKER_01: Birthday months.
• 11:50
  SPEAKER_01: And we're just so, so grateful to all of our clients.
• 11:53
  SPEAKER_01: Like every day I wake up and I do my meditation, and the meditation talks about you know things you're grateful for.
• 11:58
  SPEAKER_01: And I just close my eyes and I think about the team that we have, the clients that we have, and I'm just so, so grateful.
• 12:05
  SPEAKER_01: And for those listeners, for those new followers, like over the last week, I've been inundated with new clients coming in from Facebook, from referrals, from neighbors, from friends, like from family.
• 12:15
  SPEAKER_01: Everyone is just flocking in.
• 12:16
  SPEAKER_01: And I just feel so grateful in my heart that we are part of something big here.
• 12:21
  SPEAKER_01: You know, it's people's biggest decision they ever make.
• 12:24
  SPEAKER_01: And we are so honored to be part of your life decision and walking this path with you.
• 12:30
  SPEAKER_01: And as I said before, it's not a goodbye.
• 12:32
  SPEAKER_01: You know, like once you have your mortgage, it's not a goodbye.
• 12:35
  SPEAKER_01: We're here for the journey.
• 12:36
  SPEAKER_01: So thank you for tuning in today.
• 12:38
  SPEAKER_01: See you.
• 12:38
  SPEAKER_00: Thank you.
• 12:39
  SPEAKER_00: Bye.