I have been in the mortgage industry for just under 6 years. I am still surprised at how few in real estate and mortgage industry actually build strong long lasting relationships with there clients. I have over the last several years asked people what they thought of their Realtor and mortgage person from there last transaction. Only 1 out 10 at best would have something very positive to say about them. In the end this shocks me. I am always thrilled when I answer my phone and it is a new prospect calling because a past client has referred me. I have always made it part of my process to not be selling loans but instead to be the person that provides information and education so that the prospect leaves the call or meeting in a better position then they were before they talked to me. In doing this it has allowed me to build true relationships that have lasted for years. It is a fact that 100% of my business is referral and I could not see it being any other way. This only happens through high levels of client satisfaction and a true desire to impact peoples lives. I have had prospects that were referred to me that did not end up working with me but in the end have referred me 5 or more people since they found value in our meeting or call and wanted there contacts to receive that same value. When following up with those that have referred me that did not work with me I always say thanks then ask them why they referred me and in almost all cases they say because you are REAL and when I ask them what that means they state that I look out for the prospects best interest at all times and have a no push approach.
I am blessed to have had a great education of finance and customer service in my first 12 years of my career in financial tax and accounting. In the end my team or departments role was to provide numbers and data that allowed the owners or GM to make the best decisions for the overall business unit or company.
Mortgages in my opinion is very similar if treated correctly. It is my job to provide the information to the client for them to be able to make the best decision in financing their home.
I also believe that it is our job to find out if their are other areas that we can help our clients. By asking them questions about their satisfaction level with their tax professional or mechanic or landscaper. It is all about building the relationships on value.
Tell me more about your perception of the real estate and mortgage community and if you think they do a good job with this.
Take care and good night
More info on Ed http://www.zenithadvisors.com/StaffProfiles.aspx?ID=517151
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