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Jessica Darnbrough
Face-to-face interaction with clients will always play an important role in mortgage broking, Connective principal Mark Haron has claimed.
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Speaking to The Adviser, Mr Haron said brokers that continue to engage with clients on a face-to-face basis will do better in the long run.
“Face-to-face is very important in mortgage broking. It cuts down the amount of fraud that can occur and it also helps create stickier clients,” he said.
“If you can eyeball your client, you can read between the lines and tell whether or not they are being truthful in everything they say.
“In addition, for most clients, buying a house is the biggest commitment they will ever make. So they want to be able to talk with someone face-to-face about their financial future. Brokers that do that will find their clients are more loyal.”
Of course, not all face-to-face interaction needs to be physical.
According to Mr Haron, brokers can use skype to conduct their initial client interviews.
“Sometimes, it’s impossible to meet a client in person. This is where the internet comes into play. Right now, it is a powerful resource that is undervalued.”
