Following the process allows his team to keep an eye on their clients' best interests
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Though The Financiers Group director and 2017 AMA Young Gun of the Year (Independent) finalist Joe Xianjun Zhou acknowledges how technology and infrastructure advancements have significantly shifted the way brokers deal with clients, he still prefers the old-fashion route when it comes to building client relationships.
“Face-to-face over coffee —I find building relationships with clients this way to be somewhat more genuine. It’s something that’s slowly being lost,” Zhou told MPA.
Zhou’s team developed an “8 milestone process” to keep their up-close-and-personal way of client interaction alive, and to ensure their clients remained informed throughout the lending process, particularly post-settlement.
These are the eight simple yet effective processes they abide by:
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Interview client
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Provide recommendations
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Issue loan contract
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Return loan contract
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Ready to settle/fund
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Settlement completed
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Congratulate client and check repayments
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Checking in client in two to 12 months to see how he or she is progressing with the loan
“As long as we follow these steps, we get to look after our clients’ best interests,” Zhou said. “It’s almost cliché, but when it comes down to the fundamentals, a good relationship really goes a long way.”
To the next 12 months
For Zhou, building their brand and brokers has been his most rewarding achievement so far. “Seeing the business grow in conjunction with how our brokers are learning and succeeding has been personally motivating,” he said.
Zhou will devote the next twelve months to goal setting, meticulous planning, and finding an efficient process for every financial year to further build their brand. And as days move on, his team will periodically review what they’ve accomplished to make necessary adjustments.
“Building our brand is definitely an on-going goal, but a shift in mentoring more brokers is also in the works.”
