The past customers you have financed or refinanced may be your main mortgage leads, and you may not even realize it. Look at it this way, each customer you have, most likely has siblings, sisters, parents, cousins, and chums, so why not tap into it.
When you begin a relationship with a customer, you need that customer to deliver multiple opportunities, not just one and it’s done. You want to earn more money but work less. That’s not saying you’re lazy – it’s about efficiency. It doesn’t mean you sacrafice any less service to the client just to get to the next one. Build a relationship with your client. mortgage marketing
Here are some concepts to draw leads out of your present shoppers.
First, as they endorse the loan application, talk to your customer, see what it is they need and can use that you can provide them with. People like to talk about themselves, so it is not really too tough to get them speaking.
For example, when the customer fills out the mortgage loan paperwork, ask them questions so you can compare their response against your profile. A profile is a demographic of your best customer. If you attract more clients like your best customers, you can build a strong referral business.
Secondly, Whenever you come in contact with one of your clients, give them 2 of your business cards, and tell them one is for them and the other is so they can refer somebody to you.
Third, send a thank you note to their office. People like to be appreciated and saying thank you only costs a first class post stamp. And don’t forget to include some business cards too.
Don’t be afraid to place a follow up call to see how everything is going. If they have any questions keep your sale from going down the drain. The other purpose of your follow up call is to let them know the second reason you are calling, and that is to determine if they’d anyone in mind that they could refer to you.
If they are saying no, than thank them and tell them to have a good evening. Don’t say stuff like are you sure? Or do you want to consider it? Just thank them and hang up. marketing mortgage
Whenever you’re with a customer, look for referrals. Discover who they know by isolating groups of people. When they think of different people, ask if they would benefit from your service, even offer to elucidate the advantages and features of products you have that you think would be good for them. Make notes of the conversations you have with your clients, than follow up with them to speak about the products you had discussed. Prospecting is just finding out what a buyer desires that they do not have.
Trust me, this method works, for each 20 clients you call, one will refer somebody to you. Your current patrons are obviously one of your biggest referral sources, so don’t think about them as stats only go after more of their business, and that of their buddies and family.
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