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May 11, 2018

Let’s face it, many of your clients come into your office already convinced that the process of securing a home loan is going to be dreadful. How are you going to change that narrative? What steps will you take to put your client at ease and make their experience a pleasant one? On this episode of Loan Officer Strategy Sessions, you’ll hear from lending pro Marty Preston. In his conversation with Andrew, Marty touches on his background and why he became a loan officer, the team he’s built around him and how they help him succeed, why it’s beneficial to meet with clients face to face, how to create a pleasant client experience, and so much more! Don’t miss a minute of this helpful episode featuring Marty!

Don’t underestimate the significance of meeting face to face with clients.

As the likes of Quicken and even Amazon gobble up more and more of the home loan marketplace, what will you do to stand out? Do you have a secret weapon that the big guys don’t? According to mortgage expert Marty Preston, one of the most important things you can do with a client is meet with them face to face. Seriously! It may sound insignificant but if you can get a client to meet with you in person, your chances of success with that client go through the roof! It’s not too hard to guess why is it? People trust people more than they trust a faceless form on the internet or a disembodied voice on the phone. Learn more about the impact of a face to face meeting and how it can help loan officers like you get an edge over the competition by listening to this episode!

How crafting your client’s home loan experience from beginning to end can help you succeed.

When was the last time you seriously thought about how your clients come to your business and go through the home loan process? How long has it been since you made changes to your approach? On this episode of Loan Officer Strategy Sessions, you’ll get the opportunity to learn from Marty Preston. Marty stresses the importance of carefully crafting your client’s experience from beginning to end so you know exactly what they will encounter along the way. Knowing ahead of time and putting in the extra effort to guide them along the way can make an unfamiliar and uncomfortable experience a pleasant one. Hear more about how you can put your clients at ease and set yourself up for success at the same time by listening to this episode!

Why it’s helpful to educate your clients.

How do you see your role as a loan officer as it relates to serving your clients? Are you there to get them into a home loan as quickly as possible or do you have more to offer? On this episode of Loan Officer Strategy Sessions, Marty Preston explains how you can uniquely position yourself as an expert to educate your clients. Don’t underestimate the power you can wield when you lead with your ability to educate! You are the expert, they’ve come to you because you have a service they need in an area they know next to nothing about. If you take the time to unpack complex terms and really get your client to see the whole picture, they will have a greater appreciation of what you do and how you serve them. Learn more helpful tips and insights from Marty and his years of expertise by listening to this episode.

Follow up with past clients, seriously!

If you’ve heard it said once you’ve probably heard it a thousand times, follow up with your past clients! Let’s be honest, unless you are the rare exception, chances are you don’t follow up with your past clients as effectively as you could. Is the extra effort really worth it? Seasoned loan officer Marty Preston is convinced that mastering the art of the follow up can end up reaping you HUGE dividends down the road! In his conversation with Andrew, Marty shares a story about following up with one client during an annual review where he learned that the client wanted to move in the next two years. Marty and his team learned this valuable information because they are committed to a thorough follow up process. Go deeper into this subject and learn how you can experience similar results with your clients by listening to this episode.

Topics From This Episode

  • [0:48] Marty Preston’s background and why he got involved with mortgage brokering.
  • [5:50] Marty talks about his team and how they help him succeed.
  • [8:00] Why it can be helpful to meet with clients face to face as much as possible.
  • [10:00] What is the process for most clients who come to meet with Marty?
  • [16:00] Why many people want to avoid the lending process.
  • [22:00] Helping clients understand the process and providing them with the best service.
  • [25:00] What value do loan officers provide?
  • [30:00] Cultivating strong relationships with referral partners.
  • [35:00] Why it’s important to stay in touch with past clients.
  • [39:30] How to connect with Marty.

Resources & People Mentioned

Connect with Marty Preston

Connect With Andrew Soss

  • Asoss (at) benchmark.us


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