"Let me be blunt: if you're still dumping money into digital lead generation and wondering why your conversion rates are dismal, you're fighting the wrong battle. I've grown the number of closed loans by 35% over four years not through fancy CRM systems, not through paid advertising, not through some revolutionary fintech solution. Through relationships; old-fashioned, face-to-face, coffee-meeting, show-up-consistently relationships."
"The mortgage industry has been drinking the automation Kool-Aid for years now. We've been told that efficiency is everything, that personal relationships don't scale, that the future belongs to whoever can process the most applications with the least human intervention. Here's what that philosophy gets you: a race to the bottom where you compete on price with faceless competitors, where borrowers see you as interchangeable, and where one bad online review can tank your pipeline."
Closed loan volume can increase significantly through relationship-based strategies rather than CRM systems, paid advertising, or fintech tools; one reported example shows a 35% increase over four years via consistent, in-person engagement. The mortgage industry’s automation focus drives commoditization, price competition, and vulnerability to reputation damage, creating a treadmill rather than a defensible business model. Deep partnerships with referral sources — real estate agents, builders, financial planners, and divorce attorneys — produce advocates who send business. A concierge model that assists partners’ business planning, supports growth initiatives, and serves as a resource beyond transactions reinforces loyalty and generates sustainable referrals.
Read at National Mortgage News
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