Most brokers invest major effort into finding new potential customers and converting them. As a result, they often overlook the need to nurture their existing clients. And when a client perceives their broker's indifference, there's little to stop them from jumping ship.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how brokers can protect their “herd”. They explain why brokers can’t afford to be indifferent or complacent when it comes to looking after existing clients. Tune in to discover practical and effective ways to cultivate long and enduring relationships with your clients.
The Key Questions
How much effort are we investing in keeping and nurturing existing clients? (6:24)
What’s the biggest reason for a client to leave their mortgage broker for another one? (6:51)
Why don’t most brokers do more to protect their herd? (10:52)
What’s the number one secret to happy and long-lasting broker-client relationships? (18:04)
What You’ll Discover
The farm analogy (0:57)
Why the mortgage broker is like a “shepherd” (13:54)
The two essential and difficult things that brokers need to do to protect their herd (15:32)
Investing in existing clients and partners vs. prospects (21:32)