Episode #4 – Scripts: How to Increase Established Client Referrals. One of the biggest missed opportunities for increased business for loan officers is from clients that they already have. In this episode Steve Kyles talks about the importance of setting expectations up front, promising the client three things and asking for two things in return.
One of the most important promises you need to make, as a loan officer, is to close on time. When you deliver on what you say, then you can ask for something from your client in return.
You must, however, keep regular, consistent weekly updates and communication through the process to make sure that client expectations are being met and if any issues arise, you can catch and address them quickly and avoid any major fallout later in the mortgage process.