Annual phone calls are a simple marketing strategy that VERY few loan officers take the time to implement. Here's why YOU should start making these easy phone calls:
No cost. Zero. Zip.
Your past clients like you (if they don't then you have bigger problems than not picking up the phone)
This takes less than 30 minutes. If you closed 8 loans last year, you can call all these clients in about 30 minutes. I'm pretty sure you are wasting at least 30 minutes at least once a month. Might even be more than that.
Gives you an opportunity to ask for referrals. Educate the client (again) that you work on referrals and prime the pump so they think of you the next time a friend, family member etc. needs a mortgage.
Basic outline for Annual Phone Call:
Reconnect. "How are you?" How are the kids, the new house, the job etc. Hopefully you remember something personal about the clients and can show your interest on a personal level.
Offer Assistance. "Do you have any questions about your current loan?" Let them know you are a resource, even if they make a payment to another company.
Ask for referrals. "By the way, do you know of anyone looking to buy a home or refinance?
I recently ordred business card-sized stickers. The great guys over at Graffsters helped design this one-sided version of my business card. I will be using these on all my promotional items that don't currently have my contact info.
I've started using join.me to help my coaching clients see my systems and understand more the ideas we discuss that I have already implemented. This handy-dandy (FREE!) program allows others to see your computer. It is so very easy and slick. I feel this is a great tool if you want to use with your clients that are more visual by nature. Show them your costs and explain documents to them to sign remotely.
I just wanted to tell you how much I enjoy your website and how I get lost in all the fun blogging and interesting articles. When people do a good job, as you do, I think it’s important to tell them. Thanks for encouraging me in these trying times.
Charles G. HauserHauser Financial
Your marketing blog, titled Great Example, featuring Sandra Scott was great. I found it very educational and inspirational, in fact so inspirational that I printed it out and hung it by my computer so I can read it every morning. Thank You very much for all your hard work and time you put into helping us become better Mortgage Planners.