How can CRMs help advisors to keep their clients?

October 4, 2024 by Brendan O'Neill

Mortgage Advisors

Any mortgage advisor who is serious about growing their business needs to hang on to the clients that they have. Client retention is as important as winning new ones or having the CeMAP qualification to success within the sector. What some advisors may not realise though, is how certain systems for customer relationship management (CRM) can really help them with this.

One way in which having a reliable CRM system can assist you in keeping hold of your clients is by reminding you when their existing loans are due to expire. It will let you stay on top of each end date so that you can arrange meetings with them six months ahead of the expiration points. This is when the support of a qualified advisor will be of most use to them, as it will leave time to explore what the various options are.

This is not all that a smart system for CRM can do in the way of client retention though. A good advisor should be in contact with clients at all stages of their mortgage terms, not just when they are coming to a close. This should be both generalised contact and also more personalised communications.

You can use your CRM system to prompt you. General communications can include details of any additional products or services you offer that you think they might find useful. When it comes to more personalised contact, you might want to make sure that they are coping with their ongoing financial situations.