How do you retain clients?

Given that she’s based in Arizona, one of the country’s hottest housing markets, and that the supply of homes for sale in the US has fallen to a record low – down 16.5% from a year ago – that’s not altogether surprising.

Despite this, Klein remained optimistic, noting that buyers – including institutional investors – were still flocking to her from California, Washington, Seattle, Washington and beyond.

“Buyers that have cash, have a significant down payment or are able to waive appraisals and inspections, are in a better position to get their offers accepted than those that don’t,” she stated.

She expressed frustration, however, that the very regulation that stamped out “goofy loan products” and helped transform an industry she had once been so critical of, could now be hampering borrowers.

“The industry has gotten a lot better. There’s licensing in place today, the disclosures are better, the client is more educated and they understand the disclosure and settlement process, but I feel like we do make it a little difficult on the borrowers to qualify.”