When brokers with an existing client base join me – as well as going out to their personal network as I described yesterday – they need a reason to get back in touch with your old clients and get them interested in their services again.
The problem for most brokers is, they don’t have a reason to call and they feel they are just annoying their clients and asking for more business – which they are!
But with Mortgage Australia, it’s as simple as calling through and letting them know you have joined a new broking group so you can offer a more meaningful service that is really going to help them, beyond just getting them that home loan – and you are going to send them a free copy of your new book (as well as a second or third copy for them to give to their friends).
You are not calling up to say ‘I’ve changed broking groups’ – because it is irrelevant to their lives.
You are calling them to let them know about ‘whats in it for them’.
When you send them ‘The 7 Easy Steps to Mortgage Freedom‘, it immediately explains to them the bigger service and better outcome for them that you can now provide. They may or may not read it, but the title gives them the picture right away.
After you send them the book you also now have a reason to follow up later and see how they found it – regular meaningful contact is what leads to repeat deals and referrals.
Any broker can get them a cheap home loan, but helping them become mortgage free faster is a point of difference. This requires a greater level of service by you – all the things described in the book – including regularly reviewing their home loans.
As brokers we must evolve to do more than just get them a cheap home loan today and then move on to the next customer. We need to lay the foundation for a lifetime service – you’ll make a lot more money and they will be mortgage free faster.
It all adds up to more loans and happier clients that have a reason to recommend you to others.