You Often Ignore What's Right In Front Of You

Never has this statement been more true for mortgage clients.

As mortgage brokers, we are always looking for the next appointment. Always looking for new avenues of client acquisition. Always seeking out new marketing strategies to attract the next mortgage sign up.

So often, all our energies and time and money is invested in the next mortgage client.

Just stop. Take a breath. Pause and ask yourself...

"Who is the most important person in your business?"

I would hope that we all come up with the same answer:

"The client is the most important person in the business. In fact, without the client, there is no business."

So, are you treating your existing client base like the platinum valued asset that they are?

If not, there is a very real danger that they will take their business to another mortgage adviser. Worse still, any future referrals or introductions may be given to one of your competitors.

Rather than focussing all your attention on acquisition, refocus on your existing client base and start focussing on client retention.

The benefits speak for themselves:

There is a 60% - 80% chance of doing business with an existing client, versus 10% - 35% of signing up with a brand new client.

85% of loyal clients will recommend you to friends and family.

Being existing client focussed results in an increase of repeat business ( 76% ) and additional sales (63% )

The cost of an existing client is next to nothing, whereas a new client can be very expensive.

If you switch on your referral brain and start looking at the lifetime value of your existing client base, your activity will go up. More repeat business, more additional sales, more recommendations and introductions.

Yes, new acquisition is important and should be part of any serious business plan, but make sure you don't ignore those that have already experienced your amazing service