Give your customers a strong reason why you are sending the letter, why they should read it and why they should respond to it now. Example: "Because your interest rate is going up, give me a call so we can discuss your options." "Your credit has improved since the last time we met, let me sow you how you can now save money...."

Using the specifics in your market will give you more credibility. Take the time to really hammer out your marketing to make it the most personalized, intuitive it can be. Your clients will thank you for not wasting their time with garbage!

If you have closed loans over the past 3-5 years, you know that many if not most of your clients have an Adjustable Rate Mortgage or a Fixed to Adjustable Rate Mortgage. Do you know off the top of your head how many of your past clients loans are becoming adjustable? If you don't, guess what, you're missing an awesome opportunity to get back in front of your past client(s) with vital loan information.

Most clients I speak with regularly tell me that they know there are past clients that meet this criteria, but they would have to go back to the loan file, either physically, or in their LOS and check it out. When I ask them how often they do that, they typically give me a pretty generic answer of "regularly", or they tell me they have their processor or assistant do it.

The truth is, noone is DOING it! Your processor or assistant gets just as busy as you do, processing or closing loans and guess what, the marketing and retention of your business never gets done. Right now, there are hundreds of mortgage brokers and companies that are regularly marketing to your past clients to compete for the business!!

You've got the leg up on the competition if you treated your clients fairly and looked out for their best interest. But again, if you're not keeping in touch with those past clients, they assume you're too busy or just don't care about them as a client. They have no problem talking with someone who is giving them valuable information.

If you care at all about your past clients and would like to know some more strategies to keeping YOUR clients as yours, give me a call or e-mail me for more information.

Welcome to the end of the ongoing struggle to stay organized. Your contacts are your livelihood and the source of your ongoing success. Don't waste your time attempting to manage your contact information with a generic system not made for the mortgage industry. Homebase uses your contact records intelligently in every aspect of your customer relationships. This is the simplest way to manage and retrieve the information you need and rely on for your success.

Booms come and go, but lasting customer relationships give you a long term advantage in any market. Your relationships are what make you a trusted advisor, not just an application taker.

Our number one goal at Intuvo is to provide lenders with tools and coaching that will help them grow personal longstanding relationships with each of their clients. If you want to ensure referrals from past customers, higher closing ratios, and a reputation that your competition can't touch, Homebase by Intuvo is your solution.