What is a client?

Hola from Mexico!

I am blessed to be at the Secrets Akumal resort right now as part of the M3 rewards trip. This is also why you are getting this email now instead of yesterday!

I was talking to the high volume brokers that I coach and noticed a theme. When we get a lead and we speak to them, it doesn't cross our mind that they are not our client and that they will not continue to work with us.

I think it is because we have a different definition of a client. To me, a client becomes a client once we build some rapport. After our discussion I might advise them to stay with their bank or I might refer them to a bank specialist. We might proceed with the application and close, which is of course the ideal option. They might come to me after approval, and after some discussion, they might go with a better offer. Regardless of the outcome they are still my client.

As a client of mine, you are still coming to me for advice and guidance. You trust me as your financial professional, and, because of how I do business, you know I will always steer you in the right direction when it comes to your mortgage-even it isn't with me. You will refer me to your friends and family and you will leave me a great review-AND I get a chance at your renewal and future business with you!

I had a client, that after 10 years of me telling him it was best to stay with his bank, was so excited that I finally was able to do his mortgage for him! He got my monthly newsletter and would always call me for advice. To him, I was his mortgage broker and he was my client.

I would invite you to shift your perspective. Just because you don't get paid today on a file for a client doesn't mean you cannot build a relationship for future business. This is where you begin to shift your mindset from a transactional mortgage broker to a business owner. Treat that person right-always. The business will come, sometimes from unexpected sources!

RENEE