Tips for Getting Referral Business - Sample of Ghost Writing for a Mortgage Broker Client

Creating Personal Relationships with Your Clients – Consistent, Simple and From the Heart Actions to Grow Your Business

Having been in the mortgage business for over twenty years , and having moved to a variety of different loan companies during that time, I can attest to the fact that my clients followed me to each new company I moved to because of the personal relationship that I had developed with them over many years. People want to work with someone they like and trust rather than having to start over again with a new person every time they do a transaction.

One of the key points is to stay in regular contact with all your clients. I create newsletters, emails or other informational and educational marketing pieces and mail or email my entire client data base with these pieces about 6 to 8 times a year. I keep my data base updated and guard it carefully, as it is a precious resource that keeps generating repeat and referral business for me.

I have always been present at the conclusion of each transaction when my clients are signing their loan documents. This gives me the opportunity to be on the spot should there be any questions or concerns expressed by my clients. It also makes them feel that I care about their business.
A handwritten Thank You note is mailed to each client within a day of the transaction closing. I also send a small gift as part of my Thank You for their business. Clients like to know that their business is appreciated and not taken for granted. After all, they have many others they could have chosen to do business with other than me.

In addition to the points mentioned above, I always operate with the best interest of my clients foremost in my mind. This means full disclosure of all pertinent facts in each transaction. Gentle education of complicated products is very important. No one wants to feel like an idiot because they don’t understand a financial product, so explaining what is involved in ordinary language is huge for building trust and customer relations.

The points outlined above sound really simple, but it is surprising how many people in business don’t do them. Be consistent with these simple things and genuinely care about your clients and you will have a happy business life for many years.