Posted on | September 8, 2012 |
Greg Cook?s the kind?a guy who likes to take calculated risks.
On Friday, he headed out for some whale watching after hearing accounts of a 46-day run on giant blue whale sightings in Orange County.
The Golden Empire Mortgage counselor describes real estates sales to folks in the armed services and Vets as yet another headwind heading our way.
?The last time I looked on Google, there were 64,000 Marines stationed at Camp Pendleton. We get a tremendous amount of people who move here from San Diego?s military population,? he said. ?If we get out of Afghanistan in 2014 like it?s predicted, there will be a bunch more knocking on our door.?
One month ago, Cook clicked onto the nonprofit website, USACares.org, to get a better understanding on how to work with military clients, and was hooked. He enrolled in a 1.5 hour webinar, read a booklet and took a test to earn certification as a military housing specialist.
?I?ve been in the business for 31 years, and I?ve been doing VA loans for 30,? Cook said. ?When I went to this webinar, and got halfway through it, I had a head-slapping moment.?
Cook said he knew all the rules, but lacked insight into psyche of the military culture.
?It gave me an understanding of the mindset,? he said. ?As housing professionals, we need to understand that if we want to do a better job servicing them.?
The tips were so profound, Golden Empire Mortgage of Temecula has joined forces with USACares.org to offer a free, live webinar event on Thursday, Sept. 13, to help other local Realtors, loan officers and housing professionals get their designation.
The session, led by Beverly Ray Frase, of USACares.org, will be held from 10 to 11:30 a.m. at Golden Empire Mortgage, 27290 Madison Ave., Temecula.
?I think our biggest mistake is assuming they know all the ins-and-outs of real estate,? he said. ?This teaches you how to set up a sale in a way that makes them financially-ready, much as they would become mission-ready. You need to lay out all the steps; tell them what you?ll do, and what they?ll need to do to get the job done.?
?It?s mission accomplished,? Cook said.
Frase, a loan officer, real estate broker and career army wife, says she?s been on all sides of the home buying process. ?I know where the speed bumps are, especially for our military men and women.?
The course helps housing professionals understand military language, rank and pay systems. It spells out what happens when a service member is injured, and how their pay will continue during hospitalization and treatment. For the military, it means they are dealing with a professional with a commitment to provide quality service to military borrowers.
Cook said it?s too early to say how much the company?s book of business has increased since he?s been certified. He expects it will ramp up. But whether or not sales increase isn?t the only goal.
?It?s just the right thing to do,? he said.
For more information, contact Cook at Golden Empire Mortgage.
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