Ensuring Longtime Clients Using Long-Term Planning with George Burkley - Episode 203

Don’t miss Broker to Broker, Episode 203! Learn the secrets to long-term success and 90% client retention from the Broker Owner of American Mortgage and Financial Services, George Burkley.

*Note: This episode was recorded before Fuse National Conference

George has been a mortgage broker for nearly 30 years, and he has the industry, association, and customer service skills & wisdom to show for it. He’s been a long-time beloved broker community member, as he’s always willingly shared his time, knowledge, and expertise to help ensure the success of his broker peers.

In this episode, George shares much of his hard-earned wisdom and discusses the system and business model he created. This model emphasizes relationship-building by providing thorough, long-term financial planning and education for his clients. These free, invaluable services, plus the additional non-mortgage financial services offered under American Mortgage and Financial Services, help George retain a large majority of his clients for return and repeat business.

“If you do business once with a client, you have a 30% chance of their return business. Twice is 50%, three times or more in 90%. So, sit down with a client and BUILD A RELATIONSHIP with them. Become their friend. Make sure they see you not as someone trying to sell them something, but as the person guiding them through buying a house, their insurance, and investments. Maybe someday down the road, you can show them how to retire with dignity. Then they’ll see you almost like family at that point. And that’s the best advice I can give to anyone entering the mortgage industry: You need to quit worrying about making money on your deals; the commission is just a byproduct, the relationship is the thing you need to build.”

Key Points:

0:40 – Intro / 28 years in Wholesale Mortgage

4:15 – Lessons and Relationship-Building

7:16 – Teaching Financial Literacy

14:55 – Anticipating Your Clients’ Needs WITH Market Changes

20:25 – Looking Ahead with the Broker Community