Let your customers know that the best compliment they can give you is a referral.
Here is a sample follow-up letter (I pulled out of my personal files) you can use with customers who have recently closed a loan with you. You’ll see that it congratulates them on completing the process, re-emphasizes the benefits of doing business with you, and asks for referrals.
By acknowledging the customer’s involvement in the loan, and following-up with them even after the loan is completed, you can generate additional business opportunities with very little effort. The difference between mediocre loan officers and top producers is often just going the one extra step to make the customer’s experience exceptional.
SAMPLE FOLLOW-UP LETTER, SENT AFTER LOAN CLOSINGDear (CUSTOMER),Congratulations, you’ve successfully completed the mortgage process!Please find enclosed copies of any loan documents as well as a complimentary copy of your appraisal. You will want to keep these in a safe place for future reference.
With every loan, we strive to make you a “customer for life” through our outstanding service. Every loan experience should be as simple and pain-free as possible and we hope we have exceeded your expectations.
Remember, that as a mortgage broker…We can help you purchase a new or second home—even an investment property!
We can present you with several loan scenarios that consolidate your debt thereby reducing your monthly cash flow.
We specialize in loans for people even if they have poor or have not so good credit.
We even have loan programs available for people who own their own business and are self-employed.
In closing, let us say that it was an absolute pleasure doing business with you and we look forward to helping you again in the future. Thank you so much for your business and welcome to our family of repeat customers.
Warm Regards,(YOUR NAME)Loan Officer (YOUR TITLE)(YOUR COMPANY CONTACT INFO)P.S.- We build our business on a referral basis. The highest compliment we could ever receive is a referral from our past friends and customers. Please share your experience with us to others.
Enclosure(s): (LIST WHAT IS ENCLOSED WITH LETTER, ALWAYS INCLUDE BUSINESS CARDS, REFERRAL POSTCARDS, AND FOLLOW-UP SURVEY).
Feel free to use and modify the above letter as you see fit. The goal is to make it as personal as possible to fit your customer type and local marketplace. By doing what other people DON’T do, you can set yourself apart from the hundreds of other “me-too” loan officers out there.
About the Author:
Rob Lawrence is ranked one of top national trainers in the mortgage industry. He is the currently the CEO of Battlecall.com, coaching, tools and resources to turn mortgage professionals into mortgage warriors. Visit http://www.battlecall.com for his free “Sink Or Swim” weekly newsletter, mortgage training, marketing advice and more! Jumpstart your career in the mortgage business, starting today.
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