Chapter 2
Application Exercises
Relationship Builders
Once you’ve have an established relationship with a prospect or client, what can you do to stay in touch with them? This can include all types of ways to stay connected, from e-mails and phone calls to special events. List 25 ways to keep your connections strong.
1. __________________________________________________________________
2. __________________________________________________________________
3. __________________________________________________________________
4. __________________________________________________________________
5. __________________________________________________________________
6. __________________________________________________________________
7. __________________________________________________________________
8. __________________________________________________________________
9. __________________________________________________________________
10. __________________________________________________________________
11. __________________________________________________________________
12. __________________________________________________________________
13. __________________________________________________________________
14. __________________________________________________________________
15. __________________________________________________________________
16. __________________________________________________________________
17. __________________________________________________________________
18. __________________________________________________________________
19. __________________________________________________________________
20. __________________________________________________________________
21. __________________________________________________________________
22. __________________________________________________________________
23. __________________________________________________________________
24. __________________________________________________________________
25. __________________________________________________________________
Maintaining Relationships
My Plan for Maintaining Client Relationships:
Category One Clients are defined as: ____________________________________________________________________________________________________________________________________________
These clients are: Annual Net Revenue: Investment (%):
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
How often should I connect with my Category One Clients?
______________________________________________________________________
Follow-through contact plan (list activities & frequency):
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Category Two Clients are defined as:
____________________________________________________________________________________________________________________________________________
These clients are: Annual Net Revenue: Investment (%):
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
How often should I connect with my Category Two Clients?
______________________________________________________________________
Are there any Category Two Clients that have the potential to become Category One Clients that I should treat as Category One clients now?
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Follow-through contact plan for Category Two Clients (list activities & frequency):
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Category Three Clients are defined as:
____________________________________________________________________________________________________________________________________________
These clients are: Annual Net Revenue: Investment (%):
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
How often should I connect with my Category Three Clients?
_____________________________________________________________________
Are there any Category Three Clients that have the potential to become Category Two Clients that I should treat as Category Two Clients now?
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Follow-through contact plan (list activities & frequency):
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
How can I automate and manage my contact plan with my clients?
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
List three activities I will complete this month to strengthen my relationships with my top three clients.
1. ______________________________________________________________
______________________________________________________________
2. ______________________________________________________________
______________________________________________________________
3. ______________________________________________________________
______________________________________________________________
Top three clients to fire:
Client: Fire Date:
1. ______________________________________________________________
______________________________________________________________
2. ______________________________________________________________
______________________________________________________________
3. ______________________________________________________________
______________________________________________________________
Discussion Forum Questions
1. How can you tell if someone is likely to refer you?
2. What are some ideas you have for ways to maintain relationships?
3. How can you collaborate with other loan officers in developing relationships with your clients?
4. Who would make good strategic partners for you and how can you maintain relationships with them?
5. How can you utilize your CRM to implement your contact plan?
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