Powered by MOMENTUM MEDIA
Powered by MOMENTUM MEDIA
SUBSCRIBE TO OUR NEWSLETTER SIGN UP
Features/
Top tips - This works for me
Powered by MOMENTUM MEDIA

Website Notifications

Get notifications in real-time for staying up to date with content that matters to you.

Top tips - This works for me

Staff Reporter 2 minute read

The Adviser asks the nation's top brokers to share what they do to establish a strong personal relationship with their clients

FIRST IMPRESSIONS
"First impressions are really important.  I have a warm and inviting office environment for our meetings – it’s a bit like the sitting room of your home, with comfy couches and even a chandelier!  People immediately feel welcome and it’s easy from there to establish trust and rapport. You have to back up first impressions with great service. The final step is ongoing support and communication. I’m seeking clients for their lifetime. A little TLC goes a long way."
Sharon Lee
Smartline Personal Mortgage Advisers

GIFT GIVING
"I like to give my new clients my ‘Loan Lady stress house’ [like a stress ball] as soon as I meet them as an icebreaker. The referrer receives a thank you card and scratchie. I am connected to a lot of my clients on Facebook, so I might send gifts if someone is getting engaged, married or if they have had a baby."
Michelle Hudson
The Loan Lady

REAL PEOPLE
"What works for me is working for borrowers. We realise that people are embracing IT to communicate, but they still want to talk to real people. It is the people and the quality of our staff that make a big difference. We keep connected to the needs of borrowers by continually listening to their feedback. Being available, responsive and open is what it is all about."
Heidi Armstrong
State Custodians Mortgage Company

GIFTS AND GADGETS
"I send my clients a gift/gadget that they will use on a regular basis. They need to be good quality and branded with my business name, logo and web address. These get sent out at the beginning of December with an accompanying personalised letter thanking them for their continued support. I get a lot of positive feedback from clients and they look forward to seeing what I will send them next year."
Cameron Burns
Directions in Finance

Advertisement
Advertisement

MORTGAGE HEALTH CHECKS
"My firm belief in business is – you get out what you put in. We don’t advertise – our business comes from actively working on a database, and asking clients to refer to us. We have used a CRM for years and believe that this is the key to growing our business. We provide monthly emails, six month follow up calls, annual mortgage health checks and acknowledge clients on their birthday, at Christmas and at any special event such as having a baby."
Pauline Sultana
Pride Mortgage Services

Top tips - This works for me
default
TheAdviser logo
default
FROM THE WEB
more from the adviser
Former NAB branch manager pleads guilty to fraud

A former NAB branch manager has pleaded guilty to one count of ...

Complainants ‘very unclear’ about broker duties: AFCA

AFCA has told ASIC that the role of a mortgage broker is “not v...

Lack of clarity on loan requirements ‘eating into profitability’

Lack of clarity on loan requirements against the backdrop of incr...