Knowledgeable mortgage professionals will tell you that building lasting client relationships is the best way to ensure repeat and referral business. And the numbers bear out the revenue potential of long-term relationships with homebuyers.
The typical American will move about 12 times in their life, and after age 18, a person can expect to move about nine times as a financially independent adult, according to the U.S. Census Bureau. Still, many mortgage originators concentrate their marketing efforts on funneling new leads for a one-and-done transaction.
In order to be there for the many home purchases that consumers will make in their lifetimes, originators must reimagine the role they play in their clients’ lives and strive to create a relationship that extends beyond a single transaction. So, what’s an originator to do?