mortgage ecards who should you target with Who Else Should You Target? Past Clients Insurance Agents Family and Friends People at Closings

Transcription

1 1 Past Clients It is extremely important for loan officers to keep in touch with past clients. They have tremendous potential for providing future business. Without keeping some level of contact, it is likely that the trust and goodwill created from past transactions will be forgotten and future business lost. Related studies have shown that nearly 50% of home buyers or sellers could not remember the name of their Realtor three years after the transaction. Loan officers also risk loss of recognition if they do not keep in touch with past clients. With interest rates fluctuating and new mortgage products evolving, homeowners need to frequently examine their home financing options. Not only is the past customer a prospect for a new loan product themselves, but they may also be a valuable source for new business. Take advantage of the closing to give an ecard to your clients. Thank them for the opportunity to provide your services. Request that they pass the card along to family or friends who may have mortgage needs. Explain that the ecard has important information for home buyers and refinancing homeowners. Monthly or quarterly mailings maintain your name recognition with past clients, so that when they do have a financing need, they think of you. It also keeps you in mind when that past customer is in a position to recommend your services to a friend or family member. The e- mailable version of the ecard can be used for this purpose, as well. This is one more reason to create and maintain a database, including addresses, of past clients. The ecard is a powerful component of your strategy to retain business and grow new relationships through past customers.

2 2 Insurance Agents Insurance Agents are professionals who can be instrumental in helping Loan Officers build their network of business associates. Insurance Agents have a large network of clients who come to them for Home Insurance, Car Insurance, Life Insurance, and Disability Insurance. Insurance Agents also are in contact with their clients monthly, since payments for insurance are often paid on a monthly basis. You can provide ecards to agents for distribution to their clients that include the insurance agent s contact information, as well as your own. The Plan Step #1: Have the Insurance Agents put a business card on the adhesive strip inside of the packaging. Any time a client inquires about homeowner s insurance, the agent can give them an ecard. By providing information outside of the insurance agent s specialty, he/she is viewed as an advocate for the consumer. Step #2: Ask the Insurance Agent for a list of Homeowner insurance clients. Send them an ecard and a letter in which the insurance agent offers a testimonial about your services. Step #3: Offer a link to the Insurance Agent s website inside the ecard. It can promote their business as well as yours. Step #4: When doing a mailer of the ecards, include information about your Insurance Agent to build their clientele. Building valuable partnerships with highly networked professionals is a smart way to insure a successful career. The ecards are the perfect high-tech tool to help you accomplish your goals.

3 3 Family and Friends A great way to build your business with ecards is to start with the people who know you best. Family members and friends can become your best source of business when they introduce you to their personal and business contacts. Review your address book to compile a list of prospects for ecards. Contact each person to let them know you are sending them a tool to update them on developments in the mortgage business. In addition, ask them to distribute three ecards to their friends and family members. You can encourage your sources to distribute ecards by offering a friends and family promotion, such as Return this ecard with your application and receive $100 off your closing costs. Follow up to ask them for the names and numbers of the people to whom they distributed the ecards. Contact those people and identify yourself as a friend or family member of the person who gave the ecard to them. Use the foundation you have built by giving your clients additional ecards to distribute to their family and friends.

4 4 People at Closings At closings, there are at least five people with whom you can network in a high-tech, professional manner that differentiates you from other lenders. Your ecard serves as your business card. With its and website links, ecards make it easy for new acquaintances to send you an . Conversation with Buyers: It has been my pleasure working with you! I want to give you my ecard. This tool will allow you to me directly to ask how your rates measure up with current conditions. I want to make sure you always have the best loan for your situation. Use the Mortgage Calculator to compare payments and my link to stay in touch. Conversation with Buyers Real Estate Agent: This is a marketing tool that I offer my real estate contacts to help them do more business. With ten buyer movies and an open house presentation, it will help you differentiate yourself from other Realtors. It also educates your buyers about purchasing a home in today s market. I would like to set up a time when I can demonstrate this product to you and help you the way I have been helping other Realtors. Conversation with the Sellers: Congratulations on the sale of your home. I would like to give you this tool to help you obtain financing for your new home. If I can assist you with obtaining pre-approval or understanding current rates and programs, please let me know. Use the links in this ecard to me directly at your convenience. I will always respond to your questions. Conversation with the Sellers Real Estate Agent: My ecards help Realtors win more listings. Realtors I work with use it as a pre-listing presentation. They drop it off to their future clients before the listing appointment. It has twelve seller movies that help win the sellers cooperation on pricing and home preparation. I would like to set up an appointment with you to show you how I can help you build your business with this high tech, easy-to-use tool. Conversation with the Title Agent: I would like to discuss with you how this ecard can have a link directly to your website to educate buyers and sellers on the difference between your title company and your competition. It is a great way for us to market our services and bring value to our clients.

5 5 Corporate Relocations Corporations are responsible for many families and individuals relocating to different parts of the country. Through growth and acquisitions, many corporations have operations all over the country and, in many cases, across the world. Due to transfers and promotions, corporations may need their employees to relocate, which typically entails that employee selling an existing home and purchasing another home near their new assignment. Corporate Human Resources departments often have a contact who helps with relocation, an in-house relocation department or a contractor that provides with these services. People who assist with corporate relocations have the opportunity to recommend the services of Realtors and Loan Officers. They are a trusted source of information for the employee who is settling in a new community. Relocation coordinators help an employee get in touch with professionals who can assist the transferee in finding and financing a new home. The ecard is a perfect addition to any materials the relocation coordinator may be distributing to the transferee. By offering a unique, educational tool, you can insure that your name is one of the contacts provided by the department. This strategy can be effective when calling on large corporations to mid-sized companies that transfer employees. You may also want to consider government institutions and universities which also have frequent new hires from out of town.

6 6 s Lawyers Situation Lawyers serve as trusted advisors to their clients. The real estate attorney is a required party to real estate transactions in many states. They review contracts prior to closing and are in frequent contact with buyers and sellers. When their clients are informed about the home buying and selling process, as well as steps for obtaining financing, the lawyer s job is easier. The ecard can be a valuable tool in educating consumers and recommending your services to attorneys clients. Divorce attorneys are also in a position to counsel home buyers and sellers. Divorce is a common occurrence in today s society and necessitates that decisions be made regarding real estate. In many cases, there is a home to sell and subsequent homes to buy. The ecard can be a valuable handout for attorneys explaining this process to clients. Opportunity The ecard replaces the business card typically given to attorneys and provides additional value because of the education it provides the consumer. To be effective, the ecard must be a part of an overall plan to establish rapport with lawyers. You must keep in touch with attorneys on an on-going basis to build a strong relationship. Attorneys are often busy with many other aspects of their jobs that are far removed from the mortgage process, so it is important to develop a follow-up plan to make sure that your name, services and ecard will come to mind when an appropriate situation occurs.