"Get to know your client's business so that you can present that information to the lender in a clear and concise way."
Among the greatest benefits of the technological advancements in the Canadian mortgage industry is the sheer space freed up by the digitization of formerly time-consuming legwork.
For Grant Armstrong, director of national sales and lending at Community Trust, mortgage professionals should use this greater time available to deepen their knowledge of both the industry and their customer base.
“Get to know your clients,” Armstrong told Canadian Mortgage Professional. “We now have more time to spend with our partners than we did before.”
Aside from building stronger and longer relationships with clients, this more intimate knowledge would help the broker find the ideal solution for each customer’s needs.
“We have more time to interview our clients,” Armstrong said. “Get to know your client’s business so that you can present that information to the lender in a clear and concise way.”
This is especially important as tech advancements have also benefited the client side of the equation.
“Over the last couple of years, Canadians have changed how they pay their bills, how they earn their income, where they live,” Armstrong said. “So what’s happening now is that as the markets change, we’re trying to find ways to help them” as their needs change.
For more tips on how to adapt to the mortgage industry’s continuously evolving environment, click here.
