(go to previous page) (go to next page)
You are the expert they once relied on for their mortgage needs. Consider sending a newsletter, letter or e-mail to clients about industry news that affects them. People aren't likely to seek out that information -- even when they understand its value -- unless they've already decided to act. By then, however, it might be too late for you if you haven't kept in contact with them. They could be working with someone else.
Just like relationships with friends and family members, developing long-term relationships with clients takes some time and effort. You must work at having them equate your name and face with all their mortgage needs.
The average homeowner moves about every three to five years because of changes in income, family size or other needs. When is the last time you contacted clients from previous years? Be there to answer questions for them such as: Do they need a loan to build a suite for Grandma to live with them? Does she have special needs that require remodeling a bathroom? What happens as the couple gets older and begins having a tough time climbing the stairs in their two-story home?
These days, living situations are dynamic. People aren't likely to live in the same home for a lifetime as they did in previous generations. Work that to your advantage.
If you haven't been staying in touch with past clients, start reconnecting with them now. They could be in the market for your service, and you'll show up just in time to take care of them.
Tom Hopkins is world-renowned as The Builder of Sales Champions. His career-enhancing tactics and strategies have been proven effective in all types of markets for more than 30 years. Subscribe to his free selling-skills newsletter at www.tomhopkins.com. Contact him at (800) 528-0446 or firstname.lastname@example.org.
Page: 1 2 Previous