Mortgage Marketing Tips: #52
Marketing, Training and Lead Generation for Mortgage Brokers and Loan Officers

More Tips For Dealing With Clients

- A quick no is much, much better than a 6 week maybe trying to find a yes. If you can't find a solution within a few days what makes you think one will magically appear later. The sooner you can give a definite answer the less disruption you will cause in the life of your client and others who may be affected.

- Never chase a dead deal. This will waste your time and sap your energy. Instead of wasting your time on a deal that will never close, work on improving your marketing systems and getting more prospects in the door.

- You can't be everything to everybody. Your life will become much easier if you will specialize into a certain niche and learn it backwards and forwards. This will not only make closing these loans easier but it will also make it easier to get them in the first place because you will be able to target your marketing specifically to the type of prospects you want.

- Under-promise and over-deliver. If you tell a client 3 weeks to closing and deliver in 4, you're bad. Promise 5 weeks and deliver in the same four, and you're a star! If you promise 6.5% and deliver 6.375% you're a hero!

- A good loan officer will always understand the needs and objectives of their clients and in doing so will sometimes advise the client not to complete a transaction. Never suggest a client sign a loan that you would not if given the same circumstances. If you concern yourself with satisfying the needs and objectives of each client your overall income will naturally increase regardless of what happens with individual transactions.

- Ask questions of your client; find out what their goals and plans are. For example, why would you want to place a client in a 30 year fixed mortgage when they only plan to be in the property for 3 or 4 years? You can help your client most by asking probing questions. You wouldn't expect your doctor to diagnose and prescribe for you without ever asking you a question would you?


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(Mortgage Marketing Training and Lead Generation for Mortgage Brokers and Loan Officers)



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