Lending 101: Turning Leads Into Ready Buyers

By the end of class, agents should be able to:

• Explain what lenders review during preapproval
• Prepare buyers for the documentation process
• Understand how debts and property expenses affect buying power
• Explain why estimated affordability is not the same as approval
• Recognize the important information on a preapproval letter
• Know when an approval needs to be updated
• Introduce the lending conversation naturally
• Identify buyers who need additional preparation before touring