3 Steps to Facilitate the Communication Between Your Buyer and the Lender

The buyer, the lender, and the real estate professional are like the three sides of a triangle— when they come together, there’s tremendous strength in the formation. And the surest way to make sure all the sides meet is through successful communication.

1. Don’t be afraid to delegate or defer.

As a real estate professional, you already wear many hats. Delegating questions to the appropriate expert is a great way to set a precedent and introduce other members of your team. It might also sway the client towards directing future questions to the appropriate expert.

2. Let the goal determine the communication method.

Keeping the contract moving along within a specific time frame is vital to a successful loan closing. When considering which method of communication you should use, work backward from the objective you want to achieve.

• Email – Best for outlining multiple, specific steps; providing detailed instructions; Items that require a paper trail.
• Text – Best for short, informational messages; items that do not require immediate response; quick items (not long paragraphs) that can be read on-the-go.
• Phone – Best for clarifying texts or emails that have gone back-and-forth more than a few times without resolution; discussing delicate matters where tone of voice is important; items that require immediate feedback.

3. It’s all about the relationship.

In the end, all of the involved professionals have the same goal: to get the client to the closing table while providing a level of service that will result in future referrals. 

When the mortgage professionals tailor communication strategies to fit the client and the business objective, everyone is successful. Meeting the buyer’s needs doesn’t mean you have to take on everything yourself when you have true mortgage partners.

Our team is always looking for energetic and high-performing mortgage professionals! Visit our mortgage sales careers page for more information!