How Many Past Clients Remember You?

Will your clients remember you?  A startling statistic is that about 20% of your past clients will forget how to contact you each year.  When filling out the self assesment survey below be sure to take into consideration how long it has been since you have effectively communicated with your past clients.  If you've been inconsistent in your communications with past clients then estimate how many contacts you've added to your database each year and make the calculations to see roughly how many clients you have that will remember you.          

Keep Yourself "Top of Mind" With Your Clients.

There is no perfect solution for keeping 100% of your client base coming back time after time, after all, there is a certain percentage of your past client base that move out of your approved lending states as one reason.  Other reasons for client loss are dissatisfaction, death, can't remember how to reach you (discussed above) or they simply were swayed by other lenders promising the world.  Mitigate the attrition of your client base by keeping in touch monthly.  By doing so you won't allow them to forget you.  Always keep in mind that in a normal lending market your clients will need you approximately once every 4 years.  Don't be discouraged if they don't need you today but know that consistent marketing will ensure that you have the highest odds of getting that satisfied client to come back or refer friends to you.

Ask for Referrals or You May Not Get Them.

Did you know that each of your clients will have at least 7 opportunities during their lifetime where they will be able to have a direct influence on a friend or family regarding lender selection.  Think about it, you've been to social gatherings where you have had the opportunity to talk about a car purchase, favorite restaurant, stock tip, etc.  These things happen and when the topic of mortgaging comes up when you aren't around, you want your past clients to remember your name.  Let them know your livelihood depends on their referrals and that once you are done with their transaction they still have a job to do...such as sending you referrals.  Asking for the referral increases the likelihood they will.

Pulling it all Together to Build Loyalty.

Happy customers don't always mean loyal customers.  There have been many survey's done in an attempt to get to the bottom of this problem.  How many times have you said, "that loan couldn't have gone better, they'll be customers for life".  Then you find out years later that they refinanced directly with their servicing lender.  There is nothing more frustrating.  Maybe it's because even though your transaction went smooth, who's to say that all lenders don't do the same job and refinancing with the bank source itself does sound logical.  Don't let your clients get sucked in by servicers, let them know you care.  With steady communication personalized to their needs, it shows that you do care and want their business/referrals.  This can be done for less than 8 dollars per year per client.

Take Your Self Assesment.  Click on the image to the left.

Clicking on the image to the left will allow you to download an excel spreadsheet/questionaire.  Based on your input it will calculate projections for the next 10 years.  You can modify your answers to see how energy in specific area's of your business will help short and long term goals.  If you have any questions please contact us at info@equiscape.com  We will be happy to assist you with any questions.  If you are ready to get going please click the "sign up now" link on the home page.  We are ready to work for you.