How Do You Treat Your Clients?

How Do You Treat Your Clients?  This question at first may seem like a silly question, but if you stick with me for a minute it may not be as silly as it first appears.

One of the things I admire about Realtors/Agents is most of the ones I know continue to consider their past Buyers and Sellers as not past clients, but present clients.  However, I cannot say the same thing for Loan Originators.  Loan Originators tend to look at Borrowers who they have Closed Loans for as past clients.  As a result Realtors/Agents continue to market to their Buyers and Sellers they have represented in the purchase and/or sale of a property.  Realtor/Agents treat their past Buyers & Sellers as current and continuing to stay in touch and market to them.  But most (not all)  Loan Originators after the Loan has Closed consider their Borrowers differently than the Prospects whom they have not done a mortgage for yet, and tend to stop marketing to them.

This is a huge mistake most Loan Originators make.  Borrowers who have Closed on a Loan should continue to be marketed to and not forgotten about.  Past clients are an excellent source of business as Realtors/Agents are well aware of.  Loan Originators need to acquire that same awareness.

Past Borrowers should not be treated as past Borrowers, they need to be treated as present or future Borrowers.  These Borrowers have already proven they trust us and like us by choosing us to do business with already.  We need to continue to be looked at them as present Borrowers and not past Borrowers.  These same Borrowers are very likely to purchase again or refinance in the future.  That makes them present active Prospects whom we need to stay in touch with, and continue to market to.  They are not past Clients, they are present Clients.

These Borrowers are also excellent sources of referrals.  They know people who are thinking about purchasing a home or refinancing there present home.  If we treat them as present Borrowers, and not past forgotten ones, by staying in touch with them, there is an excellent change they will refer us to their friends and family.

Hopefully my question How Do You Treat Your Clients? makes some sense now.  If the answer to the question is you treat your Borrowers as past and not present Borrowers, then you have to seriously think about changing what you are doing.  I have been in this business long enough to know my Borrowers do not consider themselves my past Borrowers, they consider themselves my current clients, and I need to do the same.  We need to look at our clients through their eyes and not our own.

 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com