Be social: broking leader shares how to retain clients

"You got to pick up that phone and say, 'How's it going?'" he says

Be social: broking leader shares how to retain clients


By Mina Martin

The broker business is not just about attracting new clients, it’s also about getting the ones you have for keeps. Sean Allen, international speaker and founder and CEO of Matrix Mortgage Global, shared about how to do just that.

“We got to talk to people,” Allen said. “Remember their birthdays. Remember their kids’ names. Take them out. I'm a social person … I'm out there meeting people, I'm out making you smile. I got a lot of extracurricular activities … You don’t have to do this, but it’s just something that I like – to join different associations just so I could be involved into the community.”

Allen also advised brokers to keep in touch with their clients.

“Another thing that you could do for your clients is to take them out, go meet them, shake their hand,” Allen said. “I won't necessarily say ‘Buy them a Christmas card or birthday cards,’ so that stuff everyone else could do, but they want that personal touch. They wanted to pick up the phone and say, ‘Happy birthday.’ Pick up the phone and say, ‘Happy anniversary.’ Pick up the phone and say, ‘How’s it going?’”

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