互相欺骗的游戏?——漫谈房贷经纪和客户之间的关系

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房贷经纪包括银行里面的Financial Advisor和Mortgage Specialist,也包括房贷经纪公司(Brokerage)旗下的房贷经纪(Agent)。这些房贷经纪连接着资金的供需两端,在大家购房置业的过程中发挥着非常重要的作用。房贷经纪做得好,可以获得不菲的报酬、赢得同业和客户的尊重。

我想,任何一个行业的工作都有个“定位”的问题,房贷经纪应该也不例外,是吧?鄙人因为参与房贷投资,和房贷经纪接触较多,在这里提一些浅见,供大家参考、指正。

房贷经纪 VS 客户:互相欺骗的游戏?

客户者,服务对象暨衣食父母也。大家都知道,常规的银行房贷,银行(Lender)的产品是标准化、几乎无限量供应的,银行自己有一套强大的风险控制机制。因此,做常规的银行房贷,Borrower就是房贷经纪的唯一客户,房贷经纪要想方设法给Borrower提供最可靠、最低廉的资金支持。

不过说实话,Borrower们对房贷经纪的忠诚度普遍不高,到处Shopping Around,没钱的哭穷,有钱的摆土豪架子,这对每个房贷经纪都是一个很大的挑战。对这种情况,房贷经纪们的应对措施一般分三种:

1.     银行里面的Financial Advisor:一方面他们的业务比较综合,也就是不光靠房贷吃饭,而且都有底薪;另一方面,他们的纪律约束比较多,有很多事情不能做,至少在明面儿上不能做,你懂的。因此,Financial Advisor一般是“客户愿意做就认真做,客户不愿意做我也犯不着委曲求全”了。

2.     大牌经纪:房贷经纪公司旗下的房贷经纪,以及银行的Specialist,少部分是业务量大经验丰富的老手,但是手段也厉害得很——小单子不做,大单子手段多,实在做不成就拉倒。

3.     菜鸟经纪:房贷经纪公司旗下的房贷经纪,以及银行的Specialist,大部分业务量不大经验也一般。他们中相当一部分人的特点是:单子大小不嫌,不管能不能做,先硬着头皮把活接下来,反正最后万一做不成也有的是理由嘛。

从上面不难看出,经纪们和Borrower客户之间,很容易发生“互相欺骗的游戏”:有的经纪赌咒发誓“没问题,包在兄弟身上!”,千方百计想办法把客户哄进来,结果往往是费力不讨好;有的客户一本正经喊“老子是优质客户,别人已经承诺了1.99%的利率!”,千方百计占便宜,结果往往是浪费时间搞砸房贷。总之双方都是“机关算尽太聪明,反误了卿卿性命”,竹篮打水一场空。

挑对人,有预案,办成事

那么,对咱们Borrower来讲,申请房贷时正确的策略是什么呢?

首先,调整好自己的心态,不要芝麻西瓜一把抓,不要什么好处都想得到,而且也要尊重房贷经纪的劳动——敬人者人必敬之。反过来讲,经纪们也要自尊,把精力真正放在提高专业水平、服务好真正的客户上去——须知处处迎合客户的经纪多半不是成功的经纪。

第二步,在找到合适的房贷经纪(或银行职员)、商量好房贷申请策略之前,不要随便签字、交材料、或提交房贷申请。先了解房贷经纪的业务水平最重要——支支吾吾或者叫嚣“没问题,全包在兄弟身上”的,统统毙掉。咱们问几个问题就管用,比如:

  1. 我房子价钱100万,银行要求首付20%,那么我是不是准备20万的首付,加上一两万的杂费就行了?
  2. 我如果给35%的首付,房贷就一定能批准吗?
  3. 我是自雇,银行对我有什么特殊要求?或者,我在中国有一笔资产,对申请房贷有什么用?
  4. 如果提前还款,有罚金吗?

第三步,设计申请策略:如果觉得房贷经纪的水平还不错,您再把自己的具体情况告诉对方,详细交流,探讨房贷申请策略。这个时候,如果对方只想把您的各种材料都要下来、签很多文件,但是不想告诉您有没有把握申请成功、具体申请策略是什么,您最好也赶紧走人。

最后,和挑中的房贷经纪密切配合,实施房贷申请。要注意的事情也蛮多:如果不放心,可以同时向两家银行申请;放款前银行有可能会来电询问,因此要做好准备;最后去银行签字时,不要得意忘形,小心言多必失。

现在,我们根据加拿大华人的需求,正在围绕“控制总融资成本、控制全过程投资风险”的核心目标,为房地产投资人、开发商提供投资、融资服务和产品,希望通过我们的努力,为华人社区在加拿大的发展壮大尽一份绵薄之力。特别是对专业水准高的房地产经纪、房贷经纪、中小开发商,我们能为他们自己或其客户迅速提供融资支持:50万加元以内融资需求24小时内可准备好资金;50-150万加元,两个工作日内可准备好资金;150万以上的需求,尽责调查时间要长一些,但可以边沟通边准备资金,不会误事。

Sales Representative, Highyon Realty Inc. Brokerage;

Mortgage Lic #: M13000527, under KLC Financial Corporation Brokerage FSCO#12689

(以上内容不构成任何具体投资建议。对具体个案,欢迎来电垂询王富嘉6474000186或电邮[email protected]或光临近期举办的投资讲座 http://info.51.ca/my/view-578522-229195.html

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