How to Increase Referrals and Repeat Business

Picture this. You've just put the finishing touches on a closed loan for a first-time client. They purchased a new home and in the process introduced you to their real estate agent. The transaction went smoothly and the agent was happy with your service but now the transaction is completed. How can you stay in touch with the borrower and the agent? What value can you add to both relationships?

Because I Care Campaign

Client loyalty comes from delivering service beyond expectations. While the average loan officer is busy hunting for their next sale, the Because I Care Campaign continues serving your clients (the borrower & agent) after the sale. It's a 20-touch campaign sent over 3 years mixed with co-branded greeting cards and direct mailings that reminds clients how much you and the agent care.

Staying Top of Mind

With the right strategy combined with the right tool you can open the floodgates for more referrals from borrowers and Realtors. Staying top-of-mind is important for the future of your business, but for many loan officers, they don't have the time to administrate a campaign without doubling their workload.

How do you keep contact with your clients and agents so you reap the benefits of referrals and repeat business? If you're not doing anything, guess what? You can't expect endless referrals to show up on your doorstep.

Introducing Top of Mind

You work hard to create relationships with your borrowers and Realtors and you can't afford to lose either. It's where Top of Mind Networks steps in. As an Atlanta, GA based firm, they specialize in post-close activities for the mortgage industry.

The Marketing Center and Top of Mind Networks have joined forces to offer you a superior client retention system. It combines the power of post-close marketing and automation to make you look good in the eyes of your client and agent.

How It Works

After closing a loan, you add the file to your CRM Account (provided by Top of Mind Network), and then assign the Because I Care Campaign. Over the next 3 years your borrower will receive 20-touches; a mixture of greeting cards and direct mailings. For details of sample mailings, see Because I Care Campaign

What makes this system dynamic is the CRM. Each time a mailing is sent to your borrower, it's co-branded with the agent's information and the agent is notified via email. Just imagine how the agent will feel every time they receive an email notification of a mailing sent to your client? It reminds them how consistent and valuable your after-sale service is! Whereas your competition fails to capitalize on this opportunity, you continue positioning yourself as an expert at building client loyalty.

How to Get Started

Before you can begin using the Because I Care Campaign, you need to open an account with Top of Mind Networks. This requires sending a signed one-page agreement, your picture (in .gif or .jpg format) and authorizing an initial deposit to your credit card for $200.

The deposit will be credited back as soon as you assign loans to the campaign. After your deposit has been depleted, you'll be billed $50 per file as you assign each one through your CRM Account.