Best System I Have Found To Stay Connected With My Clients

Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

This month Larry Johnston is hosting an  ActiveRain Contest/Challenge titled "Keeping in Touch" (Contest) Searching for New Ways to Stay Connected.  In his ActiveRain Contest/Challenge, Larry challenges us to share what we have found to be the best way to stay connected with our clients.  The that works best for me to stay connected with my Borrowers is a system I have been using for about six years now is call Mortgage Returns, and is by far the Best System I Have Found To Stay Connected With My Clients.

Mortgage Returns not only helps me stay connected with my Borrowers, it has also been a great tool in increase my business.  Mortgage Returns allows me to generate more prospect, and then continues to enable me to stay in touch with them once they have become borrowers.  If that was all that Mortgage Returns did, it would be worth the price of the system, but Mortgage Returns does far more.  

With Mortgage Returns I can download all of my Borrowers, Prospects, Realtors, and other Referral Source information from my Loan Origination System "Caylx" into an Excel Spread Sheet.  Then the information from the Excel Spread Sheet is imported into Mortgage Returns, presently I do this once a month. 

The information is exported from my Mortgage Loan Origination System, Caylx from several data fields:

  • Name of Borrower/Co-Borrower
  • Addresses
  • Phone Numbers & E-Mail
  • Loan Amount
  • Interest Rate
  • Loan Program
  • Loan Term
  • Loan Anniversary Date
  • Credit Scores
  • Birthdates
  • Marriage Anniversary

All these data fields as well as others are kept as separate data fields in Mortgage Returns so I can sort them in anyway I want.  For example, I can create a campaign for Prospective Borrowers who I Pre-Qualified who are looking to purchase but have not done so yet.  Each week of the campaign they will receive an e-mail with information about purchasing a home. 

Another campaign could be to Prospective Borrowers I Pre-Qualified but need help in fixing their credit before they are able to purchase.  These Prospective Borrowers will receive automatically each week of the campaign tips/suggestions on what they should be doing to improve their credit.

Mortgage Returns helps me stay in touch with my Borrowers as well.  Each and everyday Mortgage Returns sends me an e-mail with names of Borrowers Mortgage Returns has identified I should contact based on criteria I established.  From there I make the determination if it makes sense to contact these Borrowers at this time, and the appropriate letter(s) to send them.  This only takes about 10 minutes per day to do, and only requires a few mouse clicks.  For example one of the things I want Mortgage Returns to notify me of is my Borrowers whose interest rate has gone down by 1% or more.  I then have Mortgage Returns generate an individual letter which is specific to each of the Borrowers showing them how much they could save each month on their mortgage by refinancing into the lower rate. This is just one example of the many ways I have Mortgage Returns notifying me each day, and each day there are Borrowers I can Taylor an e-mail or letter to which is specific to their need(s).  Mortgage Returns also sends out e-mails daily that I set up automatically, like:  

  • Annual Loan Review Notices
  • Birthday Cards
  • Anniversary Cards
  • Holiday Cards
  • Quarterly Newsletter

I can also search my Borrower data base for specific information on my Borrowers at any time.  For example back when FHA made it possible for Homeowners who had purchased a home, and the FHA Case Number was endorsed prior the June 1, 2009, to refinance their home without an appraisal or income verification.  Mortgage Returns made it possible for me to search my data base quickly for those Borrowers, and then generate a letter, or e-mail to all my Borrowers who fit that criteria.  This particular letter, and e-mail generated several refinance loans for me, and saved many of my Borrowers whose homes were underwater, hundreds of dollars each month on their mortgage payment.

Mortgage Returns is also a report generator.  Through Mortgage Returns I can run several reports each month on my Borrower's, Prospect, Realtors, and other referral sources.  I am also a Sales Manager, so I have access to the data bases of all my Loan Originators to see if they are utilizing Mortgage Returns in the best way they can.  This helps me make suggestions to them, and assist them in increasing their production.

Everything that is generated through Mortgage Returns is personalize with my signature and contact information.  If I don't like the way an automated letter is worded I can change it easily to read the way I want it to.  It has taken me years to build my date base to the point it is at, and maximizing the use of this information is crucial.  Mortgage Returns, has made it possible for me to accomplish that, and is by far the Best System I Have Found To Stay Connected With My Clients and increase my business.

Mortgage Returns has made me far more efficient than I have ever been before, and has already paid for itself many times over through my increased production.  I continue to learn ways I can use Mortgage Returns more effectively and efficiently.  After six years there are still features of Mortgage Returns I have not utilized, but will be will be utilizing in the future.




 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

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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, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or


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Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

George great way to stay connected, love it, all the information is at your finger tips, Endre

Dec 21, 2016 07:11 PM #1
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi George, I like what you're able to create with Mortgage Returns, there are so many programs out there, finding the one that works for you takes some time.

Dec 21, 2016 07:12 PM #2
Michelle Carr-Crowe Just Call 408-252-8900 Top 1%!
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Sounds like your Mortgage Returns is working really well for you.

Dec 21, 2016 10:55 PM #3
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Mortgage Returns sounds like an outstanding resource....staying in touch means more touches !

Dec 22, 2016 02:42 AM #4
Dick Greenberg
New Paradigm Partners LLC - Fort Collins, CO
Northern Colorado Residential Real Estate

Hi George - Mortgage Returns sounds like a very sophisticated and useful tool, and it's cool to see how well it interfaces with your normal work product.

Dec 22, 2016 12:00 PM #5
Ed Silva
RE/MAX Professionals, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

A very well developed way of staying in touch with all clients .  Those that have purchased as well as those that just inquired

Dec 22, 2016 06:07 PM #6
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

What a good program and efficient, too. Nobody is going to slip thorugh your fingertips, George.

Dec 22, 2016 07:42 PM #7
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi George - Mortgage returns sounds like a great CMS system.  Managing the information helps you stay in touch at the right time.

Dec 22, 2016 08:49 PM #8
Nina Hollander
Coldwell Banker Residential Brokerage | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Good morning, George... one of my top lenders here in Charlotte has used this process for many years. I know it works for her, as well. This is a great process to stay connected and I wish we had more of these systems available to us as agents... typically, we have to build our own.

Dec 23, 2016 06:02 AM #9
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

Hi George Souto ,  Your Mortgage Return program sounds like a great tool for keeping in touch with past clients.  Thank you for sharing your information in my December contest.

Dec 24, 2016 02:59 PM #10
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Hi George.  Sounds like a great way to stay in touch with your past clients.

Dec 24, 2016 04:25 PM #11
Steffy Hristova
HomeSmart Elite Group Tempe AZ Tel: 480-966-9353 - Tempe, AZ
Tempe AZ Realtor - Your Home Close to Your Work!

George, the program that you use provides a very personalized and useful information to the recipient - the letter tells in numbers how much lower the monthly payment will be at the curret interest rate with 2 different loan programs. I am sure the recipients like it much better than a generic statement "Mortgage interest rates are at a historic lows". It prompts taking a re-fi action.  

Dec 26, 2016 07:12 AM #12
Melissa Jackson
Citiwide Alliance Realty - Weatherford, TX
Helping You Make The Right Move

This looks like a great system to keep you organized and on top of clients minds.

Dec 26, 2016 08:17 PM #13
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George Souto

Your Connecticut Mortgage Expert
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