Relationships are the cornerstones of our lives. They bring us comfort, help us deal with stress, and make us feel safe.
But personal relationships are not the only essential relationships. If you are in the mortgage loan business you will know that building relationships with your clients is also crucial. These relationships can help you create a positive reputation for your company, retain your current customers, and even get you new customers.
Invest in continuing to build relationships with returning clients
Surely you have heard the phrase less is more. But, in the case of your mortgage loan business, more is more! The more positive interactions you have with your customers, the more business they will do with you, the better the relationships you will build with them, and the more referrals they will give you.
One repeat client does not mean the end. In fact, it is just the beginning. When you get a repeat client, you know for sure that you have done something right, and that client has developed a good relationship with you.
All you then have to do is turn a good relationship into a great relationship, and it is likely that your client will give you repeat business and tell their friends about you as well.
So, what can you do to turn good client relationships into great client relationships?
Mortgage closing gifts!
Now, some loan officers would disagree that it is a good idea to give mortgage closing gifts to clients. But let’s face it, gifts can help you build relationships subtly. And giving gifts has never lost anyone a client. But, on the other hand, a thoughtfully selected gift will build goodwill, earn repeat business, and referrals.
The best mortgage closing gifts especially for repeat clients go beyond merely thanking. They create lifetime clients and solidify your business.
Let’s look at some of the ways gifts can help you to get your returning clients to give you more referrals.
Reciprocity is an exchange of mutual respect, emotions, actions, goods, energy, time, etc., between two people. It is one of the most critical elements in building relationships.
If you do not reciprocate, the relationship becomes one-sided and unbalanced, and that is not how you build solid relationships.
However, if you take the time and effort to thank your clients for their loyalty and their repeat business, they will feel valued and appreciated.
Gifts are the perfect way to thank your clients for their business as well as the referrals they give you. Who does not like to receive gifts? In fact, the gifts will surely nudge them into giving you even more business.
2. Stay top of mind
In the loan mortgage business, staying on top of mind can be quite a challenging task.
However, it is much easier than breaking through the cluttered market to bring in new clients- which can be nearly impossible unless you have a huge budget to spend on advertising and marketing.
The best thing to do in the absence of a huge advertising and marketing budget is to use your happy customers to market your business. Simply put, if you have a loyal customer base, you would want to use them to spread the word, and their word will hold more weight than all the advertising and marketing that you can do.
Hence, it is wise not only to keep your customers happy but also to stay fresh in their minds because a loyal customer base can do wonders for your business.
Again gifts to the rescue!
Gifts are an excellent way to remind your clients of you. Give them practical and exciting mortgage closing gifts and they will think of you every time they use your gifts. This is a great way to stay top of mind.
3. Do not only focus on the ROI or the benefits
Most businesses want to know the ROI before they invest their money. But building relationships cannot only be about returns on your investments. Relationships fare best when they are genuine- it is all about being authentic.
Try not to focus on the end goal. Investment both monetarily and effort-wise in strong client relationships will always pay off in the end.
Your clients will always have some friends who are looking for a trusted loan mortgage officer. This is when you want your clients to refer you and your business to their friends and so grows your circle of influence.
Spending on gifts for your clients may not be directly measurable, but if you are going to benefit by getting more referrals and a growing circle of influence, it is definitely worth it.
Let Eva, the gifting assistant help
Perhaps you have heard of Eva or perhaps not. However, let us give you a brief introduction. Eva is an AI that specializes in gifting. If you want to give your client a gift and want it to be special, but you do not know what to get them, then Eva is your answer.
You log into Eva, specify how much you want to spend, generate a link, and email it to your client. Eva will chat with them, and based on what it has learned about your client, it will choose a suitable gift from its exciting and trendy catalog that is bound to thrill the recipient. It also packs up the gift tastefully (to add to the excitement) and delivers the gift. It is as easy as that and involves almost no effort on your part.
Returning clients are clients that already have faith in you. They are even more likely to be your brand ambassadors and can bring you more referrals. However, you have to do your part to keep building the relationship. Do not forget about your clients just because they have given you business one time.
So, perhaps it’s time to get in touch with Eva and get this amazing gifting assistant to manage your gifting program for you. Register now for the free 14-day trial!