Last month, we focused on getting in contact with some important groups to help kick off the year properly. Now that we’ve established when to talk, I’d like to lay out some important items to discuss with each of your groups and the reasons to stay in touch.
It’s important to note that your outreach should not be one-sided. You shouldn’t only be looking for new business, but rather sharing helpful information that could be useful to who you’re reaching out to. The key to building relationships is to make sure you’re always providing value.
Realtors
With Realtors, it’s important to stay in touch not only for referrals, but to keep tabs on what’s happening in the market. Realtors are keeping a pulse on buying trends and what homebuyers are looking for and they can be a very important resource for helping forecast where your business is going. It seems hard to imagine the market needed more buyers, but it’s critical to understand where the concerns and roadblocks are to convert renters to homeowners.
When speaking with Realtors, keep them informed on your business, what you offer and how you can help their buyers get into homes. It may take a renovation loan to convert their undesirable inventory or aging home into a dream home. They will often be more open to helping you when they understand how you also can help them.
Borrowers
I mentioned last month that 71% of borrowers forget about their lender. When you’re planning to reach out to your borrowers, ask yourself why they’re not coming back and that could help you find a solution to gaining more repeat business.
Borrowers are now staying in their homes for closer to 10 years, as opposed to the standard five to seven that we’ve come to expect. With that in mind, most of your previous borrowers are still in their same home and likely not looking to move. We’ve seen the benefits of refinances over these past few years, but offering other options like renovation loans can help you meet the needs of your borrowers while drumming up repeat business.