Technology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit.

If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon

 

Three Things We Learned From This Episode

Nurture the right part of the funnel (07:11- 09:10)

Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services.

 

Be strategic with the mail you send (19:20- 21:15)

One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve.

 

Use technology to make your client relations easier (28:10- 29:06)

There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age.

 

 

By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier.

 

Guest Bio-

Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career.

 

Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area.

 

In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financi