Is your Broking business tracking slower than you’d like it be?
Consider the following strategies to revitalise your most important asset, your pipeline.
1. Clean Up Your Client Database
If you have neglected updating your database, you are going to have clients that have:
- Changed employment
- Had children
- Inherited money
The list is long and ever changing.
At the very minimum you need to ensure their contact details are right. Select their preferred contact method and touch base. Most people don’t mind being contacted just to verify their contact details etc, and be willing to chat only if they are.
For those that respond easily, confirm their employment and any other important information. Always be mindful of their birth date before communicating, as it gives an added touch if you include a “hope you had a wonderful birthday last week” comment or any other relevant acknowledgment. There are countless stories from Brokers where a simple client contact has converted into a new application.
2. Reconnect With Your Clients
If your database is already up-to-date, it’s time to reconnect with your clients.
- Pick up the phone. A broker’s success is built primarily on your relationship with your client.
- Promote your finance knowledge. Keep abreast of current financial news and send your clients stories they would find relevant.
- Organise/Sponsor an event. Networking is key to meeting new clients.
Try enlisting your creative side and find penetrating ideas that will encourage your clients to value you.
One simple idea could be to offer to answer any finance question that has popped into their head recently; these conversations can often progress into a new deal for your pipeline.
At the very least it will deliver you with ideas of what clients are curious to know more about, and could provide interesting marketing material.
3. Diversify your product offering
The opportunity to sell other products outside mortgages is more important than ever. Those that take very little effort, such as a simple referral, are small nuggets of gold.
4. Pull our your “not proceeded with” clients
It’s essential you review the client files that were closed off due to being declined or flatly unsuitable for a loan.
Bank policies are continuously being changed, and court rulings are also paving many changes. For example the issue of “age discrimination” was tackled which resulted with “the age of a borrower, without something more, cannot form a basis to prove a loan is unjust.” Read full Australian Broker online article.
Also review your clients’ scenarios and determine whether they are a client that would benefit from a bill management and budgeting service.
- Did they not have enough deposit?
- Were they living pay-to-pay?
- Did they have creditors on their back?
These clients may be struggling and just need an expert’s help.
By ensuring you personalise your client interactions, value-add and show genuine intentions to assist, these will all contribute to new deals on your desk. Your success is built on your ongoing client relationships and up-to-date knowledge.