In your database management strategy, are you creating value for your past clients, or simply staying in front of them? By helping them manage their wealth and mortgage, you don't simply stay top of mind, you become irreplaceable.
Shashank Shekhar, CEO of InstaMortgage, got into the mortgage industry after 18 months of being in the United States and $1,900 in his savings account. From day 1, his focus has been leveraging each client he works with for future transactions from repeat business and referrals. He does that by approaching each consumer with the attention and ongoing guidance that they need in order to become successful.
"Database management has been huge for me from day 1. The first 7 clients that I closed in the first 12 months, imagine I was closing half a loan a month, those first 7 clients are probably worth $300,000 in commissions for me.
My goal was to get 500 loans out of our database in the next 12 months, so I was looking at basic tools to take that database management to a whole new level. That's where Art of Homeownership came in."
- Shashank Shekhar
If you're staying in front of your database without providing guidance and value, there's always a chance of them finding a similar Mortgage Professional along the way. By helping them achieve their financial goals and become financially free, you become someone that they can't make a decision without consulting.
Isn't the best retention strategy having your past clients proactively reach out to you?