Good morning, Loan Officer Breakfast Club! Today is Wednesday, the perfect day to focus on nurturing the relationships that fuel our business. Remember, relationships always trump transactions.
In the Mortgage Marketing Animals, we emphasize the importance of calling our past client database and our sphere of influence. These calls are a golden opportunity to deepen those valuable relationships. Whether you’re newer and leaning on your sphere or seasoned with hundreds of past clients, these relationships are the lifeline of your business.
Too often, loan officers overlook the power of a simple, heartfelt conversation. When you build a relationship where your clients know, like, and trust you, the probability of receiving referrals skyrockets. It’s a powerful, yet underutilized approach. Yet, many loan officers hesitate to ask for referrals or fail to follow up consistently.
Imagine the impact if you simply picked up the phone, expressed gratitude, and asked for a referral. That simple act can account for 30-50% of your business. Consistent, heartfelt conversations with past clients and your sphere of influence can yield incredible results.
So today, let’s focus on valuing relationships over transactions. Make those calls, have those conversations, and ask for those referrals. Before you hang up the phone, remember to use this script: “Hey, before I let you go, can I ask you a quick favor?” When they respond, “Yes,” say, “If you happen to come across any friends, family, or co-workers that might be looking to buy, sell, or refinance, can I count on you to think of me and send them my way?”
Your success lies in the strength of your relationships. Go out there and build them with enthusiasm!