Looking for ways to bring in big-spending customers? Look no further.
Increased business. Customer loyalty. More referrals. Opportunities to be part of something big. Friendships. The benefits of taking on more investor clients are rewarding and extensive.
MPA has spoken to several brokers about their methods for appealing to these customers. These are their stories.
Tailor your brokerage towards investors
Empower Wealth originally began as a mortgage broking business aimed at getting clients the best deal on their loan, whether it be a home or an investment property. Since then, it has been more targeted towards the latter, says their CEO & Founder Ben Kingsley.
“We achieve this through having qualified property investment advisers within our firm who develop property investment plans for our clients, the same way in which financial planners develop investment plans for shares, managed funds, super, etc.,” he says.
“So now our offering for budding investors is an integrated solution of specialists who work together to provide a holistic and independent property investor offering and I think customers see value in this offering.”
Plant the seed early
In addition to social media marketing, Monica van Riet of Mortgage Choice reaches out to clients by detailing how she can help with their future property investments - right from their first meeting.
“In my first interview with clients I talk to them about all the types of loans that I can help with and how we can possibly, if they are buying a home now, set them up for investment in the future,” she says.
“So I plant the seed early on with every client I see.”
Reach out through emails and phone calls
Grant Matthews of Smartline keeps a tight link with his clients by updating them with regular information.
“I have a CRM model, so regular emails on interest rate movements, anything in the market,” he says.
He is also a big believer in making two essential phone calls. The first is to immediately call the person who has been referred to introduce himself and make an appointment.
“The second is to call the person who has referred it to thank them and follow up with a small gift – even if the lead doesn’t go through. And that tends to generate business.”
Broaden your referral network
Speaking of referrals, Phil Couch of Loan Market says establishing a wide-ranging network of professionals has helped him bring in investor clients.
“Most of my investor clients are referred to me by previous investor clients, real estate agents, financial planners, accountants and conveyancers,” he says.
Sarah Wells of Rate Detective Finance has established a word of mouth referral relationship with a group of medical and business professionals who are very tax driven in their investment decisions.
This involves understanding the drivers behind the purchase through liaising with accountants and advisers to develop a strategy.
“This year, however, I will look to expand this with some small seminars and online education to reach a broader client base,” she adds.
For more insights from brokers on investor clients, check out issue 14.3 of MPA magazine, hitting desks in late February.
What are your tips for bringing in investor clients? Share your thoughts below.
MPA has spoken to several brokers about their methods for appealing to these customers. These are their stories.
Tailor your brokerage towards investors
Empower Wealth originally began as a mortgage broking business aimed at getting clients the best deal on their loan, whether it be a home or an investment property. Since then, it has been more targeted towards the latter, says their CEO & Founder Ben Kingsley.
“We achieve this through having qualified property investment advisers within our firm who develop property investment plans for our clients, the same way in which financial planners develop investment plans for shares, managed funds, super, etc.,” he says.
“So now our offering for budding investors is an integrated solution of specialists who work together to provide a holistic and independent property investor offering and I think customers see value in this offering.”
Plant the seed early
In addition to social media marketing, Monica van Riet of Mortgage Choice reaches out to clients by detailing how she can help with their future property investments - right from their first meeting.
“In my first interview with clients I talk to them about all the types of loans that I can help with and how we can possibly, if they are buying a home now, set them up for investment in the future,” she says.
“So I plant the seed early on with every client I see.”
Reach out through emails and phone calls
Grant Matthews of Smartline keeps a tight link with his clients by updating them with regular information.
“I have a CRM model, so regular emails on interest rate movements, anything in the market,” he says.
He is also a big believer in making two essential phone calls. The first is to immediately call the person who has been referred to introduce himself and make an appointment.
“The second is to call the person who has referred it to thank them and follow up with a small gift – even if the lead doesn’t go through. And that tends to generate business.”
Broaden your referral network
Speaking of referrals, Phil Couch of Loan Market says establishing a wide-ranging network of professionals has helped him bring in investor clients.
“Most of my investor clients are referred to me by previous investor clients, real estate agents, financial planners, accountants and conveyancers,” he says.
Sarah Wells of Rate Detective Finance has established a word of mouth referral relationship with a group of medical and business professionals who are very tax driven in their investment decisions.
This involves understanding the drivers behind the purchase through liaising with accountants and advisers to develop a strategy.
“This year, however, I will look to expand this with some small seminars and online education to reach a broader client base,” she adds.
For more insights from brokers on investor clients, check out issue 14.3 of MPA magazine, hitting desks in late February.
What are your tips for bringing in investor clients? Share your thoughts below.
