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As competition in the mortgage space intensifies, it is becoming increasingly important for brokers to successfully manage their database of existing clients.
Speaking to The Adviser, Citibank’s head of broker distribution, Aaron Milburn, said the real market opportunities for brokers at the moment may be found in their existing client database.
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Mr Milburn said brokers who successfully manage their database open the door to greater business opportunities.
“Brokers need to be constantly managing and servicing their existing database because if they don’t, there will be others out there who will be more than happy to do it for them,” he said.
“We are in a competitive market at the moment and if you are only focusing on what comes through the front door, you will miss plenty of golden business opportunities.
“And, with that said, I think it is up to us, as lenders, to help brokers manage their existing database.
“We need to come to the table with good products, great service and excellent pricing, thus giving our brokers a reason to chat to their existing client database.”
