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Five Ways to Stay in Touch
The value of your mortgage origination business emanates from many things: your experience, knowledge, referral partner network, the technology and products at your disposal, marketing support and the reputation of your company. However, all pale in comparison to the value of your past clients. They remain your richest source of referrals, and may account for as much as 80% of your business. Clearly, staying in touch with your customers is a vital element of a healthy and growing origination business.
Here are five key ways to stay in touch:
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Call five clients a day. Ask if they have a real estate financing need, or can provide a referral of someone who does.
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Send a monthly newsletter. Top originators know this is an effective method of adding value back to client relationships.
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Send a “Loan Check-Up” letter. Every six months, send all your clients a letter inviting them to call you for a free, no obligation real estate financing assessment.
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Send birthday cards. Originators who send birthday cards to their clients (and better yet, to their spouse and kids on their birthdays) know this simple step has a powerful and positive effect. |
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