The following guest sits down with host Justin White:

• Kym Mason – Mortgage Broker, The Mason Group/Summit Lending

Mortgage loan originators are always looking for reasons to reach out to past clients, especially those who already have a low interest rate. How can LOs convince clients to pick up the phone? Listen to episode #102 of Good. Better. Broker. to hear about a strategic approach for getting clients on the phone and the right questions to ask them.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to conduct an annual review campaign to see if borrowers can benefit from a refinance.

In this episode, we discuss ...

• 1:27 – why Kym’s business depends on staying in touch with past clients
• 3:13 – Kym’s annual review campaign
• 4:05 – different methods for reaching out to past clients
• 6:12 – intentionally sending calls to voicemail
• 7:22 – the questions Kym asks when she gets a past client on the phone
• 8:40 – how Kym found out one of her clients had $40K in debt
• 10:13 – an example of why it’s important to stay on top of past clients
• 11:27 – how Kym loops in her real estate agents on her clients’ status
• 12:02 – how affirming your clients influences the tone of a conversation
• 13:15 – how Kym was able to turn around a conversation that went sideways
• 15:35 – determining how much equity past clients have
• 18:06 – the impact of the annual review campaign on Kym’s business
• 19:40 – how to get in touch with Kym

Resources mentioned in this episode:

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Show Contributors:

Kym Mason
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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How to Convince Past Clients to Pick Up Your Call | Episode 102