How To Exceed Your Borrower's Expectations

by Brian Diez - Date: 2007-07-23 - Word Count: 354 Share This!

Step 1: Build Rapport

Anyone can take an application and price up a loan. Take the time to get to know your borrower. Find out what challenges they're facing and what their goals are.

Question them about their interests. Everyone has a hot button. Some people like to discuss sports, others money, and still others are family oriented. Find your borrower's hot button, be genuinely interested, and they'll look forward to speaking to you.

Step 2: Be a Consultant.

Take the time to coach your borrowers to ensure they get the best deal available.

Think of yourself as a manager of your borrower's debt in the same way a financial consultant advises their clients about their assets. Important questions to ask may include current and future financial challenges and/or goals.

For example: Do they have kids that plan to go to school? Do they have a plan to get out of debt? Do they have retirement plan in place?

Another great technique is to review your borrower's credit with them. An increase of 20 points on their credit report can save your borrowers over $100,000.00 on a 30 year loan. Your borrowers will appreciate and remember the extra effort.

A great site for FREE credit repair tips is

Step 3: Keep your borrower informed.

Borrowers can't stand not knowing what's going on with their loan. They begin to think you've forgotten about them. Make an effort to at least send them a daily email with their current status. It's easy if you knock it out first thing each morning.

Step 4: Send a Thank You card.

For most people, their home is their largest investment. They trusted you with their livelihood. Show your appreciation with a handwritten thank you card. I guarantee referrals will follow.

Step 5: Stay in touch.

No one wants to be cast aside. Keep your name in front of your borrowers with a newsletter. They'll stay abreast of mortgage news, get the impression that you're thinking of them, and they'll get other helpful tips as well.

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