Furthermore, providing referral partners with the ability
to have an embedded service to list their customer’s
homes presents the conditions needed to recapture
the 47 percent of clients who sell their homes and do
a simultaneous purchase.
When originators work with a company that has a
full-service real estate platform, they’re able to provide
their home sellers/purchasers with advice that aids in
shepherding the client through the home-selling and
purchase processes while ensuring a positive customer
experience. This platform also acts as an advocate for
the originator by providing transparency and works
to deliver a real estate agent (or multiple real estate
agents, if the client is relocated to another market)
who also will reinforce the value of their current lender
It is extremely important that this platform is integrated
directly into the originator’s native process flows. It’s
paramount to have a platform that enables transparency,
merit-based distribution of leads and human touch for
the nuances associated with the real estate transaction.
Utilizing the in-market signals to identify potential
repeat borrowers much earlier in the shopping journey
and remarketing to them will result in higher recapture
rates for originators whose clients are both selling and
purchasing a home simultaneously. Using such a system
can lead to nearly half of the customers who have decided to sell a home and do a simultaneous purchase
to do so via their existing lender relationship, some
The success of this approach is credited to the ability to
understand borrower behavior prior to traditional triggers and giving the borrower a path to their goal, which
is often to sell and buy a home. This strategic-partnership
model provides potential repeat business through at
least four touch points with a client prior to the typical
in-market notification trigger. Using this model, the
Identified and provided with a marketing offering
for their lender.
Contacted personally by a concierge to determine
their needs and timeline.
Matched to a trusted score-carded real estate agent.
Pre-qualified prior to other lenders being notified of
their interest in the market.
This comprehensive approach to identification, remarketing and recapture is the key to curbing the trend of
decreasing revenue per client that originators are now
facing. This provides borrowers with the resources
needed to navigate these complex transactions.
It also streamlines the marketing and communication
process to just those clients that are in-market. That
reduces the communication burden for originators and
the marketing fatigue for clients in general.
This, in turn, increases the value of the leads generated
and results in substantially higher revenue figures since
the single transaction lead is more likely to turn into a
repeat client. Strategic partnerships provide the opportunities and the resources that originators will need to
make that goal a reality. n
“This comprehensive approach to identification, remarketing and recapture is the key to curbing the trend of decreasing revenue per client
that originators are now facing.”
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