It might seem like communication is an easy concept. Speaking to a client is simply a matter of phone call or emails. However, there is far more to communication for successful loan brokers. Making sure to communicate in a timely manner, that presents the broker in a manner befitting an expert, can increase clientele and ensure their continued business.
A speedy response is a successful response.
Proper communication should start from the minute a potential client enters a broker’s orbit. No matter how the client received the broker’s information a timely and appropriate introduction should be the first thing a broker does. Whether this is done in a face to face meeting or via digital communications like email, the point should be to let the potential client know that you are aware of them. The quicker the response the more that person is likely to connect with the broker beyond the initial inquiry.
At every step of the way through the initial process, a broker should make sure that their clients are not only informed but that they are communicated with in a way that ensures that they feel like they have the brokers attention. A good sales person understands that you can’t make a sale if you don’t connect with the buyer. The same applies to getting a new contract. A successful broker will draw more business by ensuring that they have connected with clients, both existing and potential.
Information is important, how we share it doubly so.
A successful broker is always informed of how the industry is changing. Conveying that information is one of the most important parts in presenting that expertise. Doing so through a Facebook post, for example, may reach a broader audience, but it won’t have the same professionalism as a blog post or done in person.
Understanding the differences between people is key to successfully sharing important information. No two people will communicate in the exact same way. A first-time owner of a small business is going to have very little knowledge of loans and the process of obtaining them, so carefully explaining each step of the process may be essential, and require more in person meetings. On the other hand, a veteran entrepreneur will be more knowledge, and possibly too busy to conduct face to face meetings. In that case communicating via phone or email may be preferred.
What will remain the same is the frequency and timing of communication. If a client feels ignored or confused they may take their business elsewhere. It is essential to keep the client informed and up to date through every step of the process, in order to ensure that they trust the broker as much as they can.
Designing your unique communication style.
All of this is the way towards developing your own unique communication style. What people remember about interactions is how the person they were speaking with communicated, their personality and shared information. Developing a style that connects with borrowers enables a broker to build connections beyond business. It allows them to develop trust. All of this makes the client/broker relationship one that can be successful for everyone.