buck doesn’t stop when a client signs on the dotted line. If you are a mortgage
broker or money coach, a simple yet effective strategy to building – and
retaining – client relationships is to utilize mortgage database marketing.
odds are that your client will forget your name a couple months after you have
successfully matched him or her to a mortgage. A simple gesture such as mailing
a card to welcome clients to their new home or to thank them for their business
goes a long way.
not following up, you lose out on a growth opportunity. The odds are that most clients who
apply for a mortgage will, down the line, need more financial advice. Through
developing and maintaining a mortgage database, you become your own CRM
(Customer Relationship Manager).
to Build a Mortgage Database
all-encompassing yet specialized software platform is the best tool to
accomplish this. With this interface, you want to easily and efficiently:
and capture personal and business data about the client, including their
employment information, banking statements and current debts.
personalized client mortgage plans and what if scenarios.
and update client mortgage plans.
a timetable of regular and annual reviews.
changes so new data and client priorities equal newly customized mortgage
your professional identity from business contact details through to your social
security and safekeeping of information, such as through a cloud backup.
to Market to the Database
regular client communications. With your clients’ consent, this can range from the
specific, such as wishing the client a happy birthday to general financial
news. It’s important to be judicious. Nowadays, everyone is stretched for time.
You want your communications to be read, not deleted.
clients to financial goal setting. Help clients fine tune a vision of their financial
future by developing an overall mortgage plan that integrates short- and
long-term goals. Follow up to ensure that goals are being met and that the
client is on target. If the plan has taken a slight detour, work with the
client to determine a corrective course of action.
and anticipate client needs. Life comes with many chapters – some of which are a surprise, good or bad. You
can help clients plan for ways to eliminate debt and foster savings at other
forks in the road beyond that initial mortgage application.
in client success. There is no greater satisfaction when retiring a loan or reaching a savings
goal. And it’s not an easy accomplishment. Be sure to congratulate clients on
obtaining their objectives.
course, staying in touch means keeping your mortgage database constantly
updated so that it factors any changes in a client’s information, from a new
email address or a job to an addition to the family. Accurate attention to
detail is critical to your success.
the Doors Open for Repeat Business
is a competitive industry and setting yourself apart from the crowd means going
that extra mile.
database marketing is an effective way to build loyal repeat business. Through
mortgage database marketing, you can turn your business from being based on
one-off transactions to one being based on ongoing relationships.