We configure a complete cycle of “Best Practice” client sales campaigns. The Protelus best practice cycle includes four distinct sales campaigns, each designed to overcome the four “Worst Practices” in client relationships that are far too typical.
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| Typical Client Strategies |
Protelus Best Practice Strategies |
Typical Client Strategy =
Ignore Your Past Clients
“80% of the customers cannot name their mortgage broker”
-National Association of Mortgage Brokers
“Only the funeral industry gets fewer repeat customers”
-Mortgage Banking Association |
Protelus Best Practice Client Strategy Consistently Sell to All Your Past Clients
Your clients are your best LEADS! Generating revenue from your past clients is the sales method with the:
- Least cost
- Fastest return
- Most competitive advantage
Results: 20% to 25% immediate increase in revenue. |
Typical Practice #1:
Where’s My Loan?
Do borrowers and Realtors chase you down across the parking lot for loan status? (A true life testimonial!) The number one complaint … by far … from both borrowers & Realtors …is the lack of communication during the loan transaction. |
Best Practice: Loan Status Updates Communicate automatically throughout the loan process with as many as 15 email updates automatically driven directly off your LOS to:
- Borrower
- Co-borrower
- Listing agent
- Selling agent
- Business partners
- Builder
- Title
- Escrow
- Referral source
Then, when the loan closes, ask for the referral and feedback with:
- Thank you letter
- Satisfaction survey
- Referral request
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Typical Practice #2:
Fund and Forget
Did you just find out the Joneses refinanced their jumbo ARM last month – with someone else? How do you keep track of replacement sales opportunities with past clients? |
Best Practice: Data-Driven Loan Triggers Protelus Advantage™ searches through the database every day to find up-coming loan events in a 90-day window, such as:
- ARM adjustments
- Interest-only amortization
- Combo loans
- Mortgage insurance
- Pre-payment penalties expiring
We we find these opportunities, we notify both the client and the loan officer. Now, the loan officer can do what he or she does best – contact the client and if appropriate, take an app.
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Typical #3: Who’s Selling to Your Clients?
Do clients say, “I didn’t know you did investment properties, home equity loans, refinances ... I thought you just did purchases.” Do you let your clients know that you sell a full range of mortgage products for all circumstances? Such as:
- Investment properties
- Second residences
- Vacation homes
- Out-of state properties
- HELOCs
- Cash-out refinances
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Best Practice: Proactive Sales Letters
Tell all your clients about all your products and services with quarterly proactive sales letters.
- General sales and service
- Specific products
- HELOCs
- Investment properties
- Timely ideas
- ARM to fixed refinance
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| Typical #4: Who’s Talking to Your Clients? Everybody else – their mortgage holder, bank, stockbroker, insurance agent - is talking to your clients, are you? All too often the answer is no; or do you mail the quarterly newsletter … … once a year?! |
Best Practice: Consistent Communication Consistently communicate with every client. Protelus sends out 8 name recognition and referral pieces every year to every client – this is in addition to the 4 quarterly sales letters.
- 4 quarterly newsletters with seasonal themes
- 4 quarterly postcards - Recipe cards work spectacularly! Clients keep them in their kitchen and share them with their friends.
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The Complete Cycle of Client Best Practice
Communication with every client every month:
- 4 proactive sales letters
- 4 quarterly newsletters
- 4 quarterly postcards
- 1 data-driven loan alert or anniversary loan review
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