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Submitted by: Michael Sterios
A mortgage broker is essentially an individual or business entity that matches home loans and investment loans with the requirements of their clients. Brokers recommend products based on the particular requirements of their clients and then assist with the application process. On the surface it can seem like a simple task, but in order to become successful mortgage brokers must offer their clients much more.
Since the property boom of the late 1990s and early 2000s the finance industry has become awash with mortgage brokers. There are literally thousands of individuals and businesses offering their services to the general public as brokers. To stand out from the crowd and achieve a high level of success it has become necessary for people operating in the home loan industry to provide their clients with exceptional service throughout the application process, and beyond.
To begin with, mortgage brokers must attract potential customers. There is stiff competition from other brokers as well as large banking institutions that deal direct with the public. With the industry reaching saturation point there is stiff competition for customers. Once brokers have attracted their customers they must provide a good service to both retain their existing customers and achieve new business through referrals.
It is because of this that mortgage brokers must build and maintain a good reputation. This can be achieved through offering their clients much more than a service that simply matches a home loan product to a client s needs. Good brokers will go the extra mile to obtain as much relevant information as possible from a client in order to create a case that has as much chance as possible in being accepted by a lender. The broker will then present the client s case in the most positive way possible to the lender without being dishonest. This goes above and beyond simply assessing whether the client s application meets a few points on a checklist.
After the application is submitted the mortgage broker will actively chase the application to ensure it is being assessed and approved or declined by the lender as quickly as possible. In the meantime the broker should remain available to answer any queries the client may have in relation to their home loan application. It is this type of service that goes above and beyond the call of duty that will set the broker apart from others in the industry.
The broker should also be available to answer any questions or look into any issues the borrower has after the mortgage is approved. Although the sale is complete and the broker has received their commission the broker should remain supportive of their client. This will help ensure that the client will seek the services of the broker in future if they are ever in need of refinancing or a home loan for another property. Providing this kind of exceptional service is also necessary for achieving referrals from existing clients. Referrals are a great way of acquiring new clients without expensive advertising.
It is the extra attention to detail and the desire to go the extra mile for their clients that makes some mortgage brokers stand out from the crowd.
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