I know you've been in this situation before:

A potential client tells you, "I'm still weighing my options out from buying a home, maybe next year I'll be ready."

Have you heard that objection before as the loan officer in charge of serving mortgage holders and prospective buyers? I bet.

But what they may not know is how many clients who say they're years away on paper are actually closer than it seems! That's because their loved ones have been telling them horror stories about mortgages being impossible to get due to credit scores or savings amounts which might be completely outdated by now.

The fact is there are so many ways for someone with good credit history and enough savings for closing costs can go into any lending institution these days without feeling hopeless--and find success! So don't just throw these clients to the side as they aren't telling you no - they are telling you they need your help.

When a client gives you this objection, make sure to honor that statement while also digging deeper. For example, "I'm glad you are starting to think about buying a home even if it is a little more down the line. My question is, why don't you want to buy a house now?"

Generally they will tell the truth and let their guard down when confronted with sincere questioning like this. They will probably tell you something like, "I don't have enough money to cover a down payment right now especially in today's market."

In that case, you should respond with something like, “Ok so I definitely understand where you’re coming from. But just to clarify, if those weren't issues for them would they still want to buy a home sooner?”

They might say "Yes, of course I want to get into the market as soon as possible." Or "No this is more about timing and it wouldn't be an issue for me even if there are no other considerations or need points in my life right now." If they're clear on how they want to approach the buying process with regard to their timeline then respect their decision and follow up later when they are in a more comfortable position.

The good thing about this is that you might be able to convert them into a prospect sooner than they thought. And the even better news for us, mortgage professionals, is when we have more potential customers on our list of prospects than necessary it's easy to make sure all your clients are happy and satisfied with their experience in buying a home.

Most importantly: When an individual doesn't feel ready or comfortable enough yet to buy a house don't take offense! Instead put yourself in their shoes so you can understand where they're coming from and why they need time before they commit themselves financially. Helping people realize these things will help them come back again at another point in life once everything else settles down and fits together nicely like a puzzle.

Even if you are not able to sway them into moving forward sooner than they expected, asking these questions in a non-confrontational manner will only strengthen the relationship between you and them. They now know that you are looking out for their best interests and you can be trusted. So now in a year when they are looking to purchase a new home they will remember you and the way they were treated and come back to help them through the home buying process.

It's never too early to start building rapport and relationships with potential clients! Ask questions about their timeline so you can help them set realistic expectations, and overcome objections they didn't even think they had. Listen and understand why they need time before committing themselves financially, even if it's not that answer that you want or expect. Make sure to follow these simple steps as well as others from this blog post that mention how important following up is after speaking with someone on the phone or meeting face-to-face are critical skills needed by mortgage professionals.

QUICK TIP: Stay in contact! Again be a friend not someone trying to push them into something that is premature for their situation. Remember you want this person in the future when they are finally ready!

I know this may seem like common sense but so many lenders fumble this critical step. Check in with them every month or so, don't try and sell them, just be a friend - ask how the family is, how the vacation went. Become a presence in their life even if they are waiting so you can stay connected and send updates about market changes and new programs available. You never know what little piece of information will catch their eye that could change their mind on where to buy next time around - which means more business for all involved!