Nurturing your database: Pre and Post Close Best Practices for Loan Officers

As a loan officer, you know that your database is your biggest asset when it comes to winning new business. It’s filled with potential. But each opportunity needs to be nurtured, vetted, and extracted. 

It requires a strategy. Establishing and maintaining a full mortgage pipeline is a long game that can only be accomplished by being an asset to your past clients. 

In this webinar, Homebot’s Grant Horvath is joined by Amir Syed, a Top 1% loan officer and founder of Growth Only Coaching. 

They discuss a range of topics including strategic planning, pre and post close activities, sales and marketing tactics.

*Scroll to the bottom of this blog post for our database nurturing playbook 

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Top three takeaways:
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Takeaway 1: You can’t be a pro without a process and without a goal

It’s easy for loan officers to forget about the process when fluctuations in the market can cause big distractions. There are so many elements that go into being a loan officer. You’re providing home finance advice, spending time with clients on pre quals, pre-approvals, and closing loans. You’re also a marketer, a sales person, and oftentimes, a business owner/manager. 

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Your process and your strict adherence to your goals is what will save you. Utilize the structure you have in place to guide you from one stage to the next. 

Takeaway 2: Be a true partner to your realtors and always be adding value

Loan officers and real estate agent partnerships are a natural, mutually beneficial relationship. The problem is, too many loan officers aren’t providing enough value to real estate agents to make the partnership worthwhile.

Amir says, “… I am always thinking about if I was a realtor how I could truly add value for them.” “You can’t ask for a real estate agent's business if you don’t advocate for them. If you’re not going to their events and asking how you can support them on a greater level.” 

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In order to develop strong relationships, you need to genuinely care about helping real estate agents improve their business. 

Takeaway 3: Take care of your database

Above all else, taking care of your database is taking care of your business. Spend time being informed and educated about your clients mortgage options. Utilize your education and knowledge to provide valuable insights to your past clients on all the platforms they know and trust. This is how you maintain a connection with your past clients, generate referrals, and drive new business.\

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Find our useful database nurturing playbook here:

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