Thank you notes are a little-used powerful tool in your mortgage marketing toolbox. Their benefits are staggering. And your clients ARE NOT where the maximum power of these little pieces of dynamite should be used. A handwritten thank you note to all your clients after the job is complete is absolutely necessary. Most loan officers will do this for a while but then stop. A professional never stops sending his clients thank you notes.
These little notes are powerful relationship-builders. When is the last time you received a handwritten thank you note from anyone you ever purchased any product or service from?
These thank you notes can also build your future mortgage business...
Every single time you meet someone new and get their contact information they should receive a thank you note from you. Every time you meet new people and collect a business card at a networking function, a business meeting, a training session, a ballgame, a dinner, a party, on an airplane, or anywhere else, these people should receive a thank you note from you. This note should be in your longhand writing. This makes it much more personal. This little thank you note causes the receiver to remember you. And it opens up doors for you to explore a further relationship with this person.
When is the last time you met someone at a chamber of commerce networking function and they ended up sending you a thank you note? Never, right?
I meet people at these functions on a regular basis, speak with them for a few minutes and get one of their business cards, and move on to meet more people. On the back of these business cards I make notes about each contact that I can use to follow up with a personalized thank you note.
The majority of these conversations at these meetings are short. We talk about where we work and what we do for a living. Since I market and sell home loans for a living I make sure I pay attention to people I meet who are related to my business. When I meet home owners, home buyers, builders, property managers, realtors, landlords, commercial building owners, and other people who may have a need for home loans I pay special attention to them. I send these people a handwritten thank you note a few days later by mail. I also use email for my thank you notes, but I like the personal effect a handwritten note conveys. I remind them where I met them, what I do for a living, thank them for taking the time to speak with me, and ask if they would like to meet for lunch in the next week or two, my treat.
This usually always results in us setting a date and time to meet for this lunch. We all like free lunches. My purpose is to make a new business friend and build a long-lasting relationship with someone who may need my products and services in the future based on their profession. Networking with thank you notes is not about making a sale tomorrow or next week. It's about building business relationships that bear fruit in the future..large, delicious fruit.
It also offers me a chance to learn how I can bring more referral business to this new friend through my own contacts. If I can bring this new friend more business based on my referrals to my contacts who may need their services, I will have a business "partner" for life. Even if this new business friend never buys from me they will refer their personal and professional contacts to me when they speak with someone who needs my products and services because I sent business to them previously.
When you learn how to network this way you should attend every business function you can fit into your schedule to start. Every contact you make and professionally follow up with you have the opportunity to develop another business relationship. The more business relationships you develop the more money you have put in your pocket in the near future. You are building your personal business. There will come a time when you are so busy you will no longer need to attend these business functions, but they are an excellent way to build your future business.
This is how a true professional loan officer uses thank you notes.
Here are a few Thank you card benefits to think about:
A thank you card has long been a courteous gesture to show genuine appreciation for something. Sending a thank you card often sets you apart from the masses. A thank you card is seen as a thoughtful and professional way to offer thanks for a service rendered. In business, a thank you card can help develop relationships and serve as a subtle reminder that makes you stick out from other loan officers.
In this day and age, email has become the common form of communication. Email is easy, fast, and cheap. Each of these virtues has made it so popular as a form of business communication. The ease of email and other electronic forms of communication have left the art of the written letter or thank you note on the wayside. Because of the prevalence of email, sending a thank you card will make the gesture stand out even more. It has once again become uncommon to send thank you cards on a regular basis, so by sending one each time you have something to say thanks for, your message will make a strong impression with the receiver of the card.
It is a good idea to keep a sufficient supply of thank you cards on hand to send out. Set aside time every few days, or at least once a week to write and send thoughtful thank you cards to people who have given you something that week. It can be an actual gift, or even if they were kind enough to give you advice, or some of their precious time. Your thank you notes don't need to be huge compositions. They should be brief and to the point--but they should be heart-felt and sincere. Remind them of the reason for your gratitude in the note and if possible, tell them how their gift or advice was helpful to you.
Thank you notes should be used for personal acquaintances who give you gifts or something else of value. They can also be given in business situations. The important thing to remember about thank you cards is that they are not normally expected, which means they mean a lot more than other forms of communication that are expected. On the flip-side, you should not expect your thank you note to work wonders. It is one way to show your thoughtfulness and gratitude, but thank you cards alone will not make or break you. Thank you notes should simply be thought of as a kind way to show your appreciation. They will also offer opportunities to say kind words and further develop your business and personal relationships.
You will find people much more likely to offer help and advice if you show gratitude for the things they give you. A thank you note is a great way to show them that you appreciate what they do for you.
Although it is seldom a problem, you should be careful not to send thank you notes to the same people too often. If you're sending a thank you card to a client every week, they will begin to wonder about the sincerity of your notes. They will also begin to lose their value due to overuse. The idea is to send them often enough that the card comes across as a thoughtful gesture, but not so often that it seems like a routine occurrence.
As you begin to stock up on thank you cards to use for sending notes, start thinking about situations when you could send a thank you card. You should have a general idea in mind of which types of situations warrant a thank you card. There may be other situations where a simple email will do, but when you really want to show your thanks, take the time to write out a hand-written thank you note and send it in the mail.
Remember these tips when writing the perfect thank you note:
Join our mailing list to receive the latest news and updates from our team.
Don't worry, your information will not be shared.