We’re in sales – and we’ve all been trained on the “ABC’s” of sales.
Always Be Closing. And I think that works when you’re trying to supersize a customer’s order at McDonalds. But I believe that mortgage professionals are bound by a much higher standard of fiduciary responsibility.
The strategy I’d like to cover today will work for you – without a doubt – so long as you execute.
Think about the last time you were making a major purchase decision. Chances are good, the salesperson was trying to give you every possible reason for buying his product. How did that make you feel? For me, it comes off as pushy and self-serving.
On the other hand, have you ever had a salesperson truly consult with you with the motive of finding the ideal solution for your needs? Whether it’s his product or not? If so, and if you’re like me, when a salesperson truly acts as a fiduciary, I bend over backwards trying to find a reason to buy from him. It’s almost counter-intuitive but oh so true.
We at Top of Mind Networks have developed a mortgage CRM tactic that will deepen your relationships with borrowers, prospects and the rest of your database. It’s called our “Quarterly Rate Update“. Here’s how it works:
- This campaign is part of our “Surefire System” – a comprehensive mortgage CRM solution for your entire database.
- Our Surefire System will monitor your database against market conditions. When a borrower can potentially benefit from refinancing, we’ll alert you immediately.
However, with our Quarterly Mortgage Checkup email strategy – our preferred action step is to consult with your borrower that
- You’ve analyzed their individual scenario against current market conditions…
- Typically, your message to the borrower will be that
- Based on today’s rates, it looks like you’ve got him/her in the ideal loan product
- You’re going to continue montioring market conditions for your client
- Whenever an opportunity presents itself, you’ll be in touch to strategize accordingly
- Here is a sample of our Quarterly Mortgage Checkup email campaign
This campaign is executed every 90 days on our clients’ behalf – automatically, and we’ve seen tremendous results in the form of referrals, repeat business and overall goodwill. If you’d like to inquire into how this strategy might work for your company, please visit our site – TopofMind.com or call us at (866) TOP-MIND.
