Your business depends on the success
of your marketing efforts. If your
marketing works, you'll get rich. If it
doesn't you'll go broke. It's simple.

The key to pursuading your customers
is knowing them. You have to understand them
inside and out. While I don't pretend to
know your market as well as you do, there are
a few things every customer wants.

Your customers want a good deal. Sounds
like a no-brainer but there's a lot that goes
into this.

The rate you get for your client should
be as low as you can get it. The program you
sell them should be the best fit for their
unique situation. And the fees you charge
should be reasonable and fair.

But there's more to a good deal than
this. Your client should walk away feeling
like they got a good deal. This is vital to
your referral marketing efforts.

Your prospect wants the process to be
stress-less. This is a tough one. Buying or
refinancing your home is a big deal. Do
everything you can to make it as easy and
hassle-free.

Keep your client fully informed and be
sure they understand their choices. Don't
overwhelm them with paperwork or jargon. Be
polite, punctual and honest.

These things sound simple. And they
are. But you can never hear them often enough.
Your sales depend on them. The best marketing
in the world can't help you if you make the
loan process unpleasant for your clients.

To Your Prosperity,

David A. Wells

Mortgage Marketing Resources and the Mortgage Marketing Guide can help you move your mortgage broker career forward.