How to Sell Mortgage Loans: 4 Hot Summer Sales Tips

How to Sell Mortgage Loans: 4 Hot Summer Sales Tips

Summer is the most popular season to buy a home. To help you stay competitive and take advantage of higher demand, we’ve rounded up our top tips for making the most of this seasonal market trend. Try these strategies to close more loans this summer, and build customer loyalty all year round.

How to Sell Mortgage Loans: 4 Hot Summer Sales Tips

  • Understand what’s top of mind for buyers in summer
  • Tailor your marketing materials
  • Partner with professionals in related industries
  • Build trust with availability

1. Understand What’s Top of Mind for Buyers in Summer

While a home is a long-term investment, your clients will still have seasonal priorities to consider. Whether it’s closing faster to ensure the family is settled before school starts or getting pre-approved to make the most competitive offer during the busy season, make sure you’re proactive in addressing seasonal concerns your clients may have.

2. Tailor Your Marketing Materials

At Cardinal Financial® Wholesale, we offer a full suite of customizable marketing materials. From campaigns to social posts to email journeys, you can promote everything your business offers in the format that resonates most with your clients. To maximize the impact of your marketing, it’s important to tailor it to the season. That includes:

  • Updating imagery to reflect seasonal homeowner activities, such as grilling in the backyard or spending time with family by the pool.
  • Focusing on relevant products. For example, summer could be a great time to market cash-out refinancing to fund summer trips, or buying an investment property to rent out to vacationers.
  • Taking advantage of summer holidays for themed communication pushes

Luckily, you don’t need to be an expert in marketing to handle the seasonal aspects of your communications. We have a full team of marketing professionals in-house to assist our broker partners. 

3. Partner With Professionals in Related Industries

It isn’t just busy season for brokers. With more homes on the market and more moves taking place, it’s also busy season for real estate agents, movers, contractors, and more related fields. If you have the opportunity to partner with other industry professionals, it’s an excellent way to build your network, gain more business, and potentially save you both money.

4. Build Trust with Availability

Summer can be a busy season personally, not just professionally. While you need work/life balance, remember that availability goes a long way toward building trust with your clients. Schedules can be unpredictable with family vacations, kids’ summer camps, and more, so make sure you’re setting consistent expectations of when you can be reached, and the best way to reach you. Nobody will begrudge you time away from work, as long as you communicate your expected absences to give your clients and business partners the chance to work around them.

On the other hand, make sure you’re respecting your clients’ schedules as well. They likely don’t want to be bombarded with emails while on vacation. What you intend as attentiveness might come off as overbearing, so it’s important to know upfront when (and when not) to reach out to your clients.

Bonus Summer Sales Tips

When it comes to how to sell mortgage loans, relationships are key. One of the best sales tips we can give you is that it’s actually not always about the sale—at least, not immediately. Even if the people you reach out to aren’t ready to make a move now, it’s important to keep nurturing that relationship so that when they are ready, you’re the first broker they reach out to. 

And speaking of reach, don’t underestimate the power of social media in establishing yourself as a trusted mortgage expert. Social platforms may not be your biggest source of leads, but your accounts are one of the first places potential clients will look to decide if you’re the broker for them.

At the end of the day, it’s not all on you to deliver everything your clients need. The right lending partner should be a source of support you can count on to help grow your business.

One of the best sales tips we can give you is that it’s actually not always about the sale—at least, not immediately.