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. __________________________________________________________________

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18. __________________________________________________________________

19. __________________________________________________________________

20. __________________________________________________________________

21. __________________________________________________________________

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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. ______________________________________________________________

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Top three clients to fire:

Client: Fire Date:

1. ______________________________________________________________

______________________________________________________________

2. ______________________________________________________________

______________________________________________________________

3. ______________________________________________________________

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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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