By: Victoria DelFrate, www.ICanCoaching.net - Members, please take advantage of a free business coaching session. Visit the EXPERTS CORNER to request your session!
If you’ve heard it once, you’ve heard it a thousand times, “It’s not about the transaction. It’s about the relationship!”
This well-worn advice simply means that as a professional in charge of the growth of your own mortgage book of business, it’s imperative that with each new loan that you focus on the relationship with your clients, in the beginning, throughout the transaction and especially, after the loan is closed.
Here are some simple and very effective strategies to ensure future referrals from your past customers…
The Law of Reciprocity
The, “Law of Reciprocity” dictates that if I give something to you or do something for you, you will feel inclined to return the favor at some point. Therefore, if you have ever questioned whether you should send a closing gift or not, the answer is, “YES!” A small token of your appreciation for your customers’ business is all that is required. Plus, the closing gift delivery provides you with an excellent excuse to follow-up with your customers!
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