Build a relationship as their Trusted Advisor “Give them quality. That’s the best kind of advertising.” – Milton Hershey Getting referrals, like everything else in what Mortgage Brokers do, is about trust. You need to earn their trust before they will trust you with their reputation by vouching for you. Everything… Read more
Getting referrals from Clients 2
Make the process of getting a loan with you a great experience “Every contact we have with a customer influences whether or not they’ll come back. We have to be great every time or we’ll lose them.” – Kevin Stirtz Sure, doing a good job will get you some referrals, but… Read more
Getting referrals from Clients 1
“The way to a customer’s heart is much more than a loyalty program. Making customer evangelists is about creating experiences worth talking about.” Valeria Maltoni Any broking business should get some level of referrals, but if you want to maximise them you need to accept the concept I have raised… Read more
STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 5
From Seeing Results to Understanding How They See the Results Throughout the loan process it doesn’t matter how good a job you do if your clients don’t see it that way. Perception is everything.You need to be regularly checking in with them to make sure they are happy with how… Read more
STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 4
From Getting Agreement to Gaining Acceptance In my experience, most Brokers want to get the loan done and move on, not wanting to rock the boat or drag things out. The problem with this is that just getting the client to agree to the loan you have recommended isn’t setting… Read more
STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 3
From Self Interest to Their Interest “Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs It goes without saying that your focus needs to be exclusively on what they are trying to get out of… Read more
STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 2
From Understanding the Process to Understanding the Person “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” – Dale Carnegie As a Mortgage Broker, you understand the steps that will get… Read more
Step in Becoming your client Trusted Advisor 1
“People do not buy goods and services. They buy relations, stories and magic.” – Seth Godin As I have said, our primary goal is to become their Trusted Advisor. We set the scene for this by educating them through our Initial Marketing, but it is through our Sales process that this… Read more