In this competitive business of mortgage lending, relationship marketing is the most effective method to grow and maintain your business. Shockingly statistics show that 93% of purchasers are satisfied with the professional they used. However, only 11% return and buy from them again. Why? It's because they don't remember their name.
Staying Visible To Past Clients is key to your success!
As a fact, the average homeowner moves about every three to five years because of changes in income, family size or other needs. You must work at having your past clients equate your name and face with all their mortgage needs. Maintaining high visibility hinges on reasons to stay in front of your clients.
Many companies have annual or semi-annual customer appreciation events, inviting past clients, referral partners and business associates to attend. Barbecues, tailgating or ice skating parties and the like are an effective way to meet with this group face to face and reinforce your referral business.
Try Something New:
Step outside the usual ideas and try something new. People appreciate gestures that give them something of value. I read of an idea from Bliss Sawyer that you might want to consider. You could offer a Shred-A-Thon that will help your clients prevent identity theft. On a specific day have commercial shredding containers available at your office for people to dispose safely of their sensitive documents.
Encourage recipients to invite friends, family and coworkers to take advantage of this free shredding event. Offer a free report on what types of things to shred. When people call in for the free report, if they are not currently in your database, ask for their mailing address as well so you can market to them in the future.
During your event, have refreshments and a giveaway to keep the excitement up. Make sure all your origination staff is available to meet and greet. Take the opportunity to ask for referrals and have a plan in place to follow up after the event. This can even be an annual event, build it up by mentioning it to clients throughout the year so they can save their sensitive paperwork for this simple way to dispose of it safely.
Yet another article written for originators.... but certainly applies to real estate!!
Tom Burris
DallasLoanGuy.com
Home Loans for Texans
Tom come Saturday I'll be pulling up in front of your office in a truck full of shredders to shred all your documents! It will be a big celebration!
I just have one word for you, Danny.
FARGO