We mortgage lenders have shifted quote a bit of our marketing efforts towards our previous customers over the past several years. That trend, my friends, is growing into one of the great importance for the health of your business in the future.

What has happened over the past few years is that most of us have had much more contact with our customers than their Realtors have because of the refi boom and the Media Center. The fact is, most of your customers are more aware of your services than the services of the Realtor who originally referred them to you. Because of that awareness, they are more likely to call you when they begin the home buying and selling process again.

This gives us an unprecedented opportunity to "pay it back" with our Realtors not only by guiding our borrowers back to their Realtor, but also by having a source of other referrals to give to our best customers. So keep marketing your past customers and take great care of them. They are your future!