How difficult is it for a mortgage broker to follow up with recent mortgage clients, in order to stay top of mind, thereby getting more referral business?
It’s really not all that hard.
I have a simple rule with most things sales related. If I do not get properly followed up with, I go to the next person who may actually have enough respect for our relationship to follow up.
If you can believe it, even KNOWING I was buying rental properties that were cash flow positive, and I had a budget to buy 7 or 8, NOT A SINGLE mortgage broker followed up after the initial sale!
Not a “hello, are you happy with the place I helped you buy?”, not a “hey didn’t you say you were looking for a few more cash flow properties in the area, well I found a few that may work for you”, not a happy birthday, not even an “I hated working with you don’t call me again”. Nothing.
RADIO SILENCE!
So that got me thinking the other day on how cool it would be to see just how Small Biz Dream may help a mortgage broker make more commissions without a lot of busy work.
I started to think about myself as a homeowner the things I learned over the years that were cool as far as maintaining a property and how it affects resale and I imagined how happy I would have been with my mortgage broker if they took the time to give me some after care on my primary residence, OR any of my rental properties.
The things that came to mind very quickly as reasons that they could have followed up with me and had me think they were amazing are:
1. A Christmas card/email
2. A birthday card/email
3. An anniversary card/email – have to stay in contact to make sure still married ;)
What if 1 month after buying my home I got a nice email suggesting things I can do each month to keep my home in tip top shape?
Things like:
1. Check Furnace Filter and replace if needed
2. Clean kitchen sink disposal (garburator)
3. Clean range hood filters (I know, nobody does this monthly, but imagine how easy it would be if you DID!)
4. Inspect your fire extinguishers (or gentle reminder to get a few!)
I likely wouldn’t even mind if I got this each month for 2 or 3 months until it became a habit for me!
Maybe the second month include information on how to do each task, or good things to search on google, or youtube videos you found to show how easy it is to do them.
What if I got an email quarterly to share the things I should do at quarterly intervals like:
1. Test Smoke Detector
2. Test Carbon dioxide detectors
3. Test your garage door auto reverse function
4. Run water and flush toilets in unused bathrooms or sinks
5. Check your water softener and add salt if needed.
Ok; how about bi-annual things like:
1. Check water heaters pressure relief valve
2. Give your house a good deep cleaning (could also do annually)
3. Vacuum your refrigerator coils (this can save considerable energy consumption)
Mortgage brokers; How many reasons can you think of, to follow up with your clients?
The Small Business Dream app makes following up with those clients automatic.
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