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Top 3 Strategies for Winning More Business

July 13, 2017

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Rising interest rates, fewer refinances, tight housing inventory. As a mortgage consultant, these and other factors may have you feeling as though you're being dealt a losing hand. We recommend three simple strategies you can follow to help win in any housing environment.

1. Understand the Players.

Do you understand the top issues your clients face? Maybe you serve Millennials who have concerns about saving for a down payment on their first home, or see student debt as a potential barrier to homeownership. Perhaps your geographic area has a large immigrant population, still in the process of building a strong credit history.

With an eye on rapidly changing U.S. demographics, research product options to find a loan that fits the unique needs of Millennials and other emerging borrower types. Are you recommending an FHA loan for buyers with credit or down payment concerns? There are alternatives to FHA that will allow for more flexibility. Pointing your borrower to the program that best suits their needs not only brings them closer to buying that home, but it also strengthens your relationship and increases your value as a trusted advisor.

2. Stay on Top of Your Game.

As a mortgage consultant, you can stay up to date on the latest trends and topics, best practices, and industry insights through professional development.

Training is available even if you can't spare the time during the typical work day. Check out mortgage webinars, mortgage-focused videos, online reference material and podcasts. Knowledge of the right products and approach are the best cards to have up your sleeve.

3. Deal Your Referral Partners a Hand.

Do you know who your referral partners are? They can be real estate professionals, tax accountants, home improvement contractors – anyone who has a relationship with potential borrowers. Reach out. Invite them to lunch. Find out more about the kinds of homebuyers they assist, and match your loan product with their clients' needs. Form a relationship that keeps you top of mind the next time they know of someone in the market to buy a home.

You can also create a two-way conversation with referral partners by mutually sharing content. Social media can be a great place to grow and nurture relationships with prospects and others in your field.

For example, you know your referral partners' clients are interested in down payment options. You read this article on down payments and mortgage insurance and this web page on understanding down payment assistance. You share these resources with the real estate professionals in your social network. They then share them with their borrowers and colleagues. And, you return the favor by sharing their content. This is a powerful – and free – way to build your personal or corporate brand.

Following these three strategies can help you focus on your aim to become a trusted source who assists in improving customers' lives by putting homeownership within reach. If you play your cards right, you'll win business in any market.

Additional Resources

Mortgage consultants, get valuable insight into the needs and challenges of various demographic groups from our four-part "Expanding Homeownership" article series:

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