Attracting The Right Clients For Your BusinessSmart mortgage brokers know how important it is to spend time growing a client base. It takes effort, but the rewards are worth it. Here are some proven tips to help you build your business by finding more of the right clients – those who are ready to buy or refinance.
Reach Clients At The Right TimeWhen you meet potential clients, ask them where they’re at in the home buying process. By educating them about your business and how easy you can make it for them to get a mortgage or refinance, they’ll come back to you. In short, make sure you’re top of mind when they’re ready to go. For example: You meet a client in February or March, and they’re kicking around the idea of looking for a new home. Reach out to them in early spring, because home buying season will be in full swing by June.
Position Yourself And Your Team As Friendly ExpertsMillennials and first-time home buyers are two of the largest home buying segments out there. They want to feel that you’re there for them. Position yourself as a local expert they can rely on. When you meet these newbies, make sure you hit on the key words that they’re looking for: reliable, support, reachable 24/7. First-time home buying can be intimidating, so make sure to portray yourself as a trustworthy partner. Keep to the high-level details and don’t get caught in the weeds. Leave the basis points and loan-to-value ratios (LTV) for a more experienced client.
Build Your NetworkMake sure you’re embracing your local community and that you’re networking to your greatest ability. By immersing yourself into many different networks, you can let people know how you’ll be able to help them with their mortgage needs. You can also give yourself more opportunities to strategically grow your business because you’ll have a constant stream of potential new clients coming your way.
Expand your network by attending local professional organizations such as the chamber of commerce or Business Network International (BNI). These organizations typically meet weekly or biweekly and will provide you with exposure to other local professionals and business owners.
By attending these events, you can focus on meeting new people and expand beyond your local reach. It’s great to maintain your existing relationships, but be cautious about spending too much time with the same people. Do you run into your best clients at social events? A good rule of thumb is to spend 5 minutes talking to people you already know at an event before continuing to mingle.
Give Back To Your Local CommunityThere are many ways to engage your local community. Just remember to choose events that are true to your values and brand. Some examples are sponsoring local youth sports teams, art fairs or music festivals, volunteering at a place of worship, engaging in local radio or other media platforms and holding educational seminars.
Work The ReferralsBuild up a referral-based network, including home inspectors, lawyers, financial planners, real estate agents and builders. If you refer them, they’ll refer clients to you. Surround yourself with competent, trustworthy people and you’ll see a boost in clients you can count on.
Up Your Online PresenceDo you want to focus on first-time home buyers? Use your online platform to not only advertise your services but to educate potential clients on industry trends and topics. Include tutorials on your website about getting preapproved. Create a blog and post about fun, nonmortgage-related topics (like how to decorate on a budget) or seasonal articles (like the best home improvements for the season).
As for social media, the more people who know about you, the more business you’ll get. Make your social content authentic to your business.
Lean Into QLMS technologyToday’s clients are more tech savvy than ever before. To reach these clients, leverage the convenience that QLMS technology provides. Stress how technology can help them close faster and that you can provide your local expertise. Why? New home buyers want not only a tech experience, but a one-on-one approach as well, especially at closing.
Utilize The Marketing HubThe QLMS Marketing Hub makes it easy for you to target the clients you want to reach. We have an entire section devoted to Spanish-language flyers. Targeting first time home buyers? Send them our successful buying versus renting flyer, customizable for your business. You can also learn about best practices for social media and search engine optimization. Interested in growing your current digital marketing campaign? QLMS partners can use the marketing services of Hawke Media. They’re proven experts at helping mid- to large-size lenders build effective cross-channel campaigns.
From reaching out in your local community and taking advantage of all the resources on the QLMS Marketing Hub to joining forces with our media experts, there are many ways to attract the right clients who are ready to buy or refinance. Start with one or two methods, build on it and you’ll see the difference.