In the mortgage business, and it’s true for any business, nothing matters more than your genuine care for your customer — not experience, status or money. If you can show your clients that you are authentically supportive and have their best interests in mind, you will earn their business, their trust, and their referrals. If you want to become a top producer and succeed as a loan officer, building relationships is the only way to go. Here are a few key areas to focus on in order to build strong and successful relationships:
Provide Value
Every interaction you have with a client is an opportunity to further develop your relationship with them (I wrote a post a couple weeks back about what borrowers are looking for from their LO here, where I touched on this). Far and away, the best way to strengthen those relationships is to make your customers feel valued, important, and a priority. Your primary purpose as a producer is to create value for your customers. To do this effectively, you need to understand their challenges, problems, and expectations. How can you make the process as painless and stress-free as possible for them? What can you offer them? How can you go above and beyond your basic responsibilities to show that you’re committed to their satisfaction? Start by listening to your clients’ questions, concerns, and needs, and then show them how much to have to offer by addressing all of those.
Find Solutions
Your customers hired you, not to sell them something, but to solve a problem. Your job is to help them identify the problem and then present them with the solution to that problem. If you do that, you won’t have to sell them anything. Make sure you’re someone who understands your customers’ challenges and provides compelling ways to navigate them. This is exactly how we build trust and strengthen the relationship.
Invest in Your Clients’ Success
If your goal is to become a top producer, you have to remember that the key to a successful sales process is putting the focus on your clients’ success and not your own. They will absolutely recognize the difference and then tell others about it. Top producers understand that a commitment to their customers’ success is a commitment to their own — and they know how to stay focused on the client’s success while also staying committed to their own needs and the needs of their company. It’s a balancing act that’s a little different for each client, but the line is not hard to find.
Every time you engage with a client, you’re presented with an opportunity to strengthen the relationship. It’s important to remember that every step you take with them is significant in the sales process. If your goal is to become a sales leader and a top producer, focusing on developing and nurturing relationships will ensure you’re on the road to success.
If you’d like to talk more about building relationships, or if there’s another matter I can be of assistance with, please get in touch. I’m always happy to set aside some time to connect.
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