The following guests sit down with host Justin White:

•   Michael Tranckino – CEO, Trusted Lending Center
•   Katie Tranckino – COO, Trusted Lending Center


Engaging in Your Clients’ Lives is Key to Driving Repeat Business and Earning Referrals

Heading into 2023, client retention will be a major area of focus for independent mortgage brokers. How can you stay in front of your clients even when they aren’t in the market to buy or refinance? Listen to Episode #34 of Good. Better. Broker. as we talk with the owners of Trusted Lending Center in Arizona, a mortgage broker shop that stays top of mind with their borrowers by staying engaged in their lives.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your past clients come back to you and also send you referrals.


In this episode, we discuss ...

•   1:48 – Mike and Katie on the company’s overall approach to client retention
•   3:25 – How Mike and Katie use coaching to shape their retention strategy
•   6:14 – Touchpoints Mike and Katie use to engage with clients
•   6:52 – How Mike and Katie use handwritten notes to stay in front of clients
•   11:37 – How Mike and Katie use videos to communicate with and engage with clients
•   14:06 – Staying top of mind with clients in a rising-rate environment
•   17:26 – Mike and Katie on their preferred CRMs and the benefits of them
•   18:56 – Katie’s advice for other mortgage brokers on asking for referrals


Resources Mentioned in This Episode:

Brian Buffini Coaching
American Greetings e-card videos
Client Connect


Show Contributors:

Michael and Katie Tranckino
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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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