Tips on How to Support Mortgage Clients Buying or Refinancing a Home During the Fall

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August 30, 2023 | By RGR Marketing Blog

Mortgage Refinancing in the Fall: Helping Your Client

After the dog days of summer have ended, and as families start to prepare for the soon-to-start school year, it can be easy for loan officers to rest on their laurels because for most, the end of summer also means the end of the busy selling season. But this is no time to get complacent.

If you want to build a successful mortgage business, then that means you need to approach fall just as seriously as you do summer. Yes, it’s true that you probably won’t have as many prospects during the third and fourth quarters of the year as you did the first two, but every single client brings with them the promise of more business through word-of-mouth referrals. So, providing your autumnal mortgage and refinancing clients with superior support is a must.

Here are seven simple tips that you should follow to help ensure that you’re being the best resource possible for your mortgage clients this fall.

#1: Be a Problem Solver

Mortgages and refinances can quickly go off the rails for any number of different reasons. For this reason, it is imperative for a mortgage officer to be a quick and efficient problem solver to get their client’s loan processing back in order. Be proactive and don’t avoid calls from angry or frustrated customers. These are the situations that will truly define your value as a loan officer and prove to your clients that they made the right decision when choosing you.

#2: Stay In Touch With Prospects

Fall is a busy season for most families. Between school events, nights filled with homework, holiday preparations, and never ending outdoor chores, it can sometimes be challenging to connect with some prospects during regular business hours. But don’t let this stop you from reaching out to them. Ask your clients what their preferred communication method is, and then use that to keep in touch with them. When your clients reach out to you, return their calls, texts, or emails in a timely fashion. This will show them that you value their business and their time.

#3: Calm Your Client’s Concerns

Whether your client is a first-time homebuyer or refinancing their home loan, the process can often be lengthy and confusing for them. Therefore, you should expect your client to have plenty of concerns and worries. A good mortgage officer is one who can calm their client’s concerns by providing them with the answers they need to better understand the process. Avoid using industry jargon when possible and in situations where complex wordage is unavoidable, such as in mortgage disclosure documents, explain what they mean in easy-to-understand terms, so your client knows exactly what they’re signing.

#4: Be Honest and Encourage Honesty

Being honest with your clients is essential if you want to be in the mortgage business for longer than a day. But just as important is for your clients to be honest with you. Nothing can derail a loan approval faster than an undisclosed piece of negative information. To have the best chance at providing your client with the loan they need, you should encourage them to be completely honest about any issues that might show up during the loan approval process.

If you know about them in advance, you may be able to address them and resolve them. But if your client holds important information back, expect trouble to be ahead.

#5: Keep Your Clients Informed

The mortgage loan process is different for every borrower. Some applications process quickly whereas others take substantially longer. Regardless, what every borrower wants is to know where they’re at in the process. Don’t let your clients wonder about aimlessly. Keep them updated, and if there is a delay, explain to them what is happening and why. The three words that no borrower wants to hear from their loan officer are - I don’t know.

#6: Help You Fall Clients Prepare

Most fall mortgage clients have the same goal of being in their new homes before the holidays. A good loan officer can help their fall clients reach this goal by creating an action plan that will help their clients prepare for the application process, so any potential issues that might delay their loan approval, such as missing documents or financial statements, can be avoided from the start.

#7: Strive to Close the Loan On Time

By following the above tips, you will be better able to do the one thing that is most important in your client’s mind – close on time. When you give your client an approximate closing time, do everything in your power to help ensure that their closing doesn’t extend past that date. Sometimes it’s unavoidable, but in most cases, these tips will help you increase the odds that your client walks away happy because they closed on their loan when they expected to.

Connect With Local Mortgage and Refinance Prospects and Boost Your Fall Sales

Fall mortgage and refinance leads can be harder to come by than summertime leads. For many mortgage providers, purchasing mortgage leads from a reputable lead generation firm can provide the boost to their sales numbers that they’re looking for during this less-busy time of year.

At RGR Marketing, we have more than 20 years of experience working with mortgage companies and providing them with the targeted leads they need to grow their businesses. We use your target demographic criteria to match you with higher quality local leads who are very close to making their mortgage or refinance decision.

In addition, partnering with RGR Marketing provides you with exclusive access to mortgage leads that have been verified and scrubbed. We take these extra measures to help ensure that your leads are accurate and complete. This helps save you time and resources, and it maximizes your return.

Do your business a favor and partner with RGR Marketing today to find out how impactful better quality mortgage leads can be for your mortgage business’s growth!

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Mortgage Refinancing in the Fall: Helping Your Client

#1: Be a Problem Solver

#2: Stay In Touch With Prospects

#3: Calm Your Client’s Concerns

#4: Be Honest and Encourage Honesty

#5: Keep Your Clients Informed

#6: Help You Fall Clients Prepare

#7: Strive to Close the Loan On Time

Connect With Local Mortgage and Refinance Prospects and Boost Your Fall Sales

Start making more
money today!

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Mortgage Refinancing in the Fall: Helping Your Client

#1: Be a Problem Solver

#2: Stay In Touch With Prospects

#3: Calm Your Client’s Concerns

#4: Be Honest and Encourage Honesty

#5: Keep Your Clients Informed

#6: Help You Fall Clients Prepare

#7: Strive to Close the Loan On Time

Connect With Local Mortgage and Refinance Prospects and Boost Your Fall Sales

Start making more money today!

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