72 Days Until We Have to Start Working Again! YAY! Or Maybe Not…

The holidays are coming, but is your business ready for 2027?
Some of us are getting ready for Halloween. Then comes Thanksgiving, followed by all the shopping, Christmas, Hanukkah, and before you know it, we’re celebrating New Year’s! And just like that, we can start focusing on business again in January! YAY! Only 72 days until we have to start working again! 

NOT THIS GUY!
I don’t know about you, but this has been one of the toughest mortgage markets I have experienced in my 36 years in this business. Every day is a challenge, and I won’t pretend otherwise.
We need business! My team needs business! Our loan officers need business! And I know many of you Realtors are in the same position.
So please, send us anything and everything you have. Whether it’s a straightforward purchase, a difficult borrower, a refinance, a bridge loan, or a scenario that three other lenders have turned down, let us take a look. We will do everything we reasonably can to find a solution.
But that’s not really what I want to talk about today.

 I want to talk about what we can do RIGHT NOW to make the rest of 2026 productive and get 2027 off to a great start!
What am I doing about this market?
I brainstorm every single day about ways to generate more business for myself, my team, Real Estate Agents, and the loan officers here at Augusta Financial.
We’re working on a couple of new websites, developing new marketing ideas, reaching out to Realtors we’ve never worked with, and putting systems in place that I believe will help us generate business next year.

And one of the things I keep coming back to is this:
The best way for me to grow my business is to help YOU grow yours!
Many of you have supported Augusta Financial for years, sometimes decades. We have been through good markets and bad markets together, and I want to do everything I can to help us get through this one.
So let me give you an idea that I think could actually make a difference. 

If I were a Realtor, here’s what I’d Be Doing Starting NOW!
I would be calling EVERYONE I know. Not to beg for business. Not to ask the same old question, “Do you know anyone looking to buy or sell?”
I would be calling with something valuable. I would start looking at listings in the neighborhoods where my past clients, friends, and family members live. Find one house in each neighborhood that you think is a particularly good deal. Maybe it has been reduced in price, or you know is negotiable on price.
Then pick up the phone! Here’s how that conversation might go:
“Hey Suzie! How are you doing? How are the kids? What are the grandkids going to be for Halloween?
Hey, I’m calling because I came across a really cute house about a mile from yours. It’s approximately 400 square feet larger than your home, in the same school district, and priced surprisingly well!
I thought it was such a good opportunity that I wanted to call and see if you knew anyone who might be interested in moving to your neighborhood. Maybe a friend, family member, or someone who’s always wanted to live close to you. By the way, how is everything going with you guys?”
I would email the property afterward and let Suzie know it was great catching up.
THAT’S IT!

You made a phone call. You provided something interesting. You gave your client a reason to think about real estate. And you reminded them that you are still their Realtor!
Think About What You Just Accomplished!
With one simple phone call, you may have accomplished all of the following:

1. You reconnected with a past client who may not have heard from you in months or even years.
2. You asked for a referral without sounding like you were begging for business.
3. You provided actual value by showing them an opportunity in their own neighborhood.
4. You opened the door to a conversation about what their home might be worth today.
5. You learned what is happening in their life. Kids, grandkids, retirement, job changes, or maybe a move they’ve been considering.
6. You had a chance to explain what is happening with home prices, interest rates, and inventory.
7. Most importantly, you demonstrated why you should be their Realtor for life!

And what happens if they say:
“Funny you called! Our son just got a job with the Sheriff’s Department, and he and his wife have been talking about moving closer to us!” BOOM!
You may have just created a buyer from a conversation that might never have happened!
And even if nothing comes from that call today, do you think they will remember that you were thinking about them?
Of course they will! 

Now let me give you a Challenge!
What if you did this just 6 or 7 times a day?
Not 50 calls. Not 100 calls. Just 6 or 7 meaningful conversations.
We have roughly 70 days left in the year. Take 45 of those days and make seven calls.
45 days × 7 calls = 315 personal contacts!
That’s 315 attempted personal contacts, with follow-up conversations as people respond. And we’re not talking about strangers. We’re talking about people who already know you, trust you, and may have done business with you before.
I understand that many of you don’t have 315 past clients in your database or 315 people you know, and that’s OK!
What if you only have 100? Call all 100.
What if you have 50? Start with 50!
Heck, what if you only make 35 calls between now and Christmas?
Would those 35 conversations put you in a better position to finish 2026 with a few more transactions or start 2027 with some additional business?
I think they absolutely could!

There’s Another Part to This That I Think Is Really Important.
When you’re talking with these clients, you have an opportunity to educate them about today’s market.
Depending on the area, some homes are selling for noticeably less than comparable properties were asking just months ago. Higher mortgage rates have reduced purchasing power, and many sellers are becoming more willing to negotiate.
You can explain that buyers may have opportunities today that weren’t available when competition was stronger. And if interest rates eventually come down, some of those buyers sitting on the sidelines may come rushing back into the market.
What happens then? More competition. Potentially fewer choices. And possibly higher home prices. Now, nobody knows for sure where rates or prices are headed. I certainly don’t! But I do believe there are opportunities in this market that many buyers are overlooking.
As their Realtor, you should be the one helping them recognize those opportunities.

What If You Did More Than Just Call?
Think about what you could accomplish between now and year-end. What if you started emailing a couple of interesting listings to your database each week? Not just random listings, but homes you believe represent outstanding opportunities in specific neighborhoods. Call it "Deal of the Day" and send it to your database!
What if you contacted every buyer who told you earlier this year that they were waiting for the market to improve and let them know that prices have dropped!  

And Don’t Forget the Personal Stuff!
We’re heading into the holiday season. This is probably one of the easiest times of the year to reconnect with people.
Ask about their kids. Their grandkids. Their holiday plans. Ask what the little ones are dressing up as for Halloween. Find out who’s hosting Thanksgiving.
Maybe someone just retired. Maybe someone’s daughter is getting married. Maybe one of their kids just graduated from college and is looking for their first home.
Life changes create real estate opportunities all the time. But if you don’t stay in touch, how will you know? And here’s something else I believe.

The Realtors who do the best in 2027 may not be the ones who spend the most money advertising. They may be the ones who spend the most time reconnecting with the people who already know them.
Don’t Wait Until January to Start Building January’s Business!
Let’s face it. Many of us don’t have as many escrows as we did a year or two ago. That means we probably have a little more time on our hands than we’d like. You can spend that time worrying about interest rates, the economy, the news, and when the market will finally turn around. Or you can use that time to build something! Organize your database. Set up your systems. Make some calls. Send some emails. Record some videos. Reconnect with the people who helped build your career.
Because when the market finally improves, and I believe it will, I want us to be ready! And wouldn’t it be nice if you picked up a couple of transactions before the end of this year simply because you decided to make those calls?
I hope you know that when I write these blogs, share marketing ideas, explain financing programs, or spend hours figuring out how we can help you generate more business, I truly mean it. I know many of you are struggling through this market just like we are. I also know that if I can help you close a couple more transactions, that helps you, your family, and your business. And hopefully, when you have someone who needs a mortgage, you’ll remember that we’re here working just as hard to earn that business. That’s how partnerships are supposed to work!

So here’s my challenge:
Make seven calls tomorrow. Find seven reasons to reconnect. Give them something useful, ask about their families, and remind them why they chose you in the first place.
Then do it again the next day. And the next. You might be amazed by what happens.
As for me, I’m not waiting 72 days to start working again. Too many people depend on me, and I still have too many ideas I want to try!
Let’s finish 2026 strong and give ourselves a head start on 2027!
And if you have a buyer, a seller, a tough loan, or even a crazy financing scenario, send it over! We’d love the opportunity to help.

 Interest Rates
Bond Yields are down under 5.00% for the first time in a month. We are still 1% higher than in January, and nothing indicates inflation is gone or the economy is falling apart, so rates will keep sliding. But going from 5.34% to 4.97% on the 10-year in two weeks is a nice start! A standard 30-year mortgage is now back in the high 6’s and low 7s depending on down payment, credit score, and points. They are abouty .625% better than we were a few weeks ago!  

Loan Programs Snapshot

• Government loans (FHA/VA/USDA): in the 6’s  
• Conventional (≤ $832,750): in the high 6’s and low 7’s
• High-balance: in the high 6’s and low 7’s
• Jumbo: In the high 6’s and low 7’s
• Bridge Loans: 8.290%

Additional options:

• Bank statement loans (10% down+)
• P&L loans (20% down, no bank statements)
• 0% down options (620+ score)
• DSCR loans (15% down)
• Buydowns Available (3/2/1, 2/1, 1/0)
• Private Money loans – Hard Money  
• Construction Loans
• 203K loans
• Commercial Loans
• Fix and Flip Loans  

Rates subject to change without notice.

Condo Update
Good news:
Nothing!    

Bad news:
Nothing new!    

We love your Non-Warrantable Condo loans!!
Need help checking a condo? Call me, and we can look it up in real time.
Also:
Full California “naughty list” available here:

https://mikemeena.com/non-warrantable-condos/

If you or your clients, friends, or family need guidance, I'm here.

📞 661-291-2222 (Direct)

📞 661-714-6258 (Cell)

📞 661-260-2970 ext. 2222 (Office)

📧 Mike@AugustaFinancial.com

Sincerely,