622: How to Get 90% of Your Business from Past Clients and Client Referrals - Chad Oyenhart

I Love Mortgage Brokering

Imagine funding 400+ mortgages a year without working evenings or weekends.

Today on the show, Chad Oyenhart, a returning ILMB guest, shares how to build a business that is 90% past client and client referrals.

Chad has been in the industry for 20 years and is based in the Lower Mainland of BC.

He provides fantastic scripts for communicating with clients and referral sources.

In this episode, we cover:

1. Scripting for client and referral source updates
2. The technology he leverages to create a highly referable process
3. His gifting strategy for referral partners and clients

To connect with Chad, you can check out the links below:

LinkedIn

https://www.thecollectivemortgage.ca/

Check out his first guesting here:

84: Chad Oyhenart is Involved in His Community

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In this episode, I spoke with Chad Oyhenart, a seasoned mortgage broker with over 20 years of experience who generates 90% of his business from past clients and referrals. Chad breaks down the processes that help him close hundreds of mortgages each year, including daily updates, personalized client touchpoints, and effective gifting strategies. We also dive into his approach to managing renewal conversations, maintaining long-term client trust, and navigating today's fixed versus variable rate decisions. Tune in to learn how mastering communication and consistency can transform your mortgage business.

Here are the talking points we covered:

• Consistency in communication with clients is crucial all throughout the process.
• Step-by-step process for engaging clients from the initial referral to closing, ensuring they feel informed and valued.
• Strategies focused on relationship-building, including personalized gifts, handwritten cards, and customized follow-ups.
• Importance of renewal conversations and building trust, even when advising clients to stay with their current lenders.
• How to recommend variable rates based on economic trends and market analysis.