Repeatedly requesting your mortgage broker COI's to raise the need for insurances/an insurance review during the client interview and loan application process is a sure way to shut down your flow of referrals.
The simple truth is that the mortgage broker is focussed on what the client is focussed on - the loan. Bringing insurance into the conversation in the wrong way at the wrong time jeopardises the loan sale - and hence is the biggest fear for the mortgage broker.
Some mortgage brokers do bring insurance into the conversation and do it brilliantly - but trying to answer why it works for them and not the majority of others - and trying to replicate their success in others - is like trying to catch a fly with chopsticks....not impossible but astoundingly difficult.
What's the solution? It's about focussing on what the mortgage broker and the client want. They bought want the loan deal completed. So the key is helping your mortgage broker COI to convert more sales. By pitching that you have a solution to increasing their loan conversion rate and sales process - you now have their attention ...and for that matter the clients.
Just how you do that - is the topic of my next blog.
Mortgage brokers refferals is good. You can ask your friends and family members about mortgage brokers they would have worked with in the past and their experience. It is always good to work with a broker who has worked with a known one in the past. This way you manage to generate the right information about the broker and know what to expect.
ReplyDeleteYes I agree a personal connection or reference is always a good way to go because you have an idea of what customer experience can be delivered
ReplyDeleteThat knowledge of the service encounter is ever important