BUILDING RELATIONSHIPS

Building a successful business requires more than good product knowledge. It also requires great relationship building skills. As mortgage lending is, first and foremost, a people business, it will be to your advantage to know more about your customers than their FICO score.

The following list of “relationship building key facts” can be obtained in simple conversation, learning four new “key points” with each call or contact. After five calls on the same referral source/customer – you will have 20 relationship building blocks.

RELATIONSHIP BUILDING KEY FACTS

1.       Favorite hobby

2.       Family interests

3.       Children’s names/ages

4.       Children’s activities/interests

5.       School / College affiliations

6.       Church affiliation

7.       Personal outside activities

8.       Spouse’s name

9.       Spouse’s employment if applicable

10. Spouse’s interests/hobbies

11.    Service group or community volunteer/interests

12. Favorite books/authors

13. Favorite sport – participate/watch

14. Place of Birth

15. Car interests

16. Last/next vacation destination

17. Neighborhood favorite eatery

18. Favorite food

19. Favorite baseball/football/basketball/hockey team

20. Favorite Charity

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