Mortgage brokers are losing past clients between renewals
“I think for brokers, make sure that you own the client before someone else has the opportunity to do so,” Robinson said.
Sarita Free, a mortgage agent with Mortgage Powered Financial Group in Norfolk County, Ontario, framed the same point as a daily discipline.
“Work your book. I know you’ve probably heard that from other agents, but work your book. Stay in contact with your clients. Look for opportunities where their rate might be high. Know your clients,” she said.
Tracy Valko, founder of AIMI Mortgage Collective, said the role itself has to change.
“As an industry, we got away from where it was about transactions and how many deals you did. Now it’s about focusing on that financial plan and strategy for that client, building that long-term financial relationship. So you look like a true expert and not just a rate agent,” Valko said.
