"Know that we need them just as much as they need us for our business"
To become a reliable mortgage professional who can provide the most effective solutions, a broker must understand that success in this area hinges upon lender relationships.
“In order to find good customers, you have to be one yourself,” Pineapple CEO Shubha Dasgupta told Canadian Mortgage Professional during a recent episode of CMPTV. “The first and foremost thing with building strong relationships with your lender partners is just being a good client.”
Essentially, the broker should live up to the ideal of what they consider as their “optimal” customer, he said.
“Know that we need them just as much as they need us for our business, and they’re an integral part in the growth of the mortgage broker channel and providing solutions to our customers and then giving them the respect and the courtesy,” Dasgupta said.
“If that means quick turnaround on communication, if that means a respectable tone, if that means good product knowledge and conducting yourself in a professional manner – then be all of those things… Being in constant communication with them, conducting yourself in a professional manner, you know, having a good level of mutual trust and mutual respect, that goes both ways.”
As a mortgage transaction is ultimately a meeting of minds and hearts, a broker must possess a developed sense of empathy, Dasgupta said.
“It’s just about being a good person,” he stressed. “If we’re good people mutually with the people that we collaborate and work with, everything will fall into place from a relationship perspective.”
For more insights on building up a mortgage business to the next level, click here.