Remember: This is your second chance. Check your ego at the door. If you help smooth over the rejection and remain friendly, clients will be comfortable enough to return to you if their loan goes bad. They even could refer others to you for a mortgage.

Once you have discovered clients’ intent to go directly to a lender, you have a few options. First, let the clients know that you are grateful for the opportunity they gave you and that you enjoyed getting to know them. Next, state that your goal is to make sure they have a great mortgage experience and that you are available if things don’t turn out as expected with their current lender.

Never put down lenders. This will not make you look better. It just makes borrowers feel defensive and uncomfortable.

Especially in situations where the borrower feels obligated to go to a lender, you have an opportunity to make a great impression. If any-thing goes sour with their transaction, they will remember your words and the impression you made. They still might close with their lender, but your potential for additional referrals is high.

Bliss Sawyer, president of Mortgage Marketing Strategies, is a 14-year veteran of the mortgage industry. Prior to her work as an author, trainer and speaker, she was a top-producing originator. Bliss can be reached at (806) 577-3937 or via e-mail at bliss@mortgagemarketingstrategies.com. Mortgage Marketing Strategies’ Web site is www.mortgagemarketingstrategies.com.

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