{"id":13042,"date":"2022-02-14T13:24:05","date_gmt":"2022-02-14T13:24:05","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/14\/how-mortgage-consultants-can-leverage-human-centered-communication-to-build-better-relationships\/"},"modified":"2022-02-14T13:24:05","modified_gmt":"2022-02-14T13:24:05","slug":"how-mortgage-consultants-can-leverage-human-centered-communication-to-build-better-relationships","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/14\/how-mortgage-consultants-can-leverage-human-centered-communication-to-build-better-relationships\/","title":{"rendered":"How Mortgage Consultants Can Leverage Human-Centered Communication to Build Better Relationships"},"content":{"rendered":"

<\/a>\n<\/p>\n

\n

Mortgage consultants like you<\/strong> are the link between so many people. Your clients (both past and present), real estate agents, community partners, title agents, and more depend on your services. And whether you\u2019re helping someone invest in a home or an agent to close business, it\u2019s you who brings the dream of homeownership full circle.<\/p>\n

A home is one of the most significant financial investments people make in a lifetime. And because of this, the importance of trust can\u2019t be overstated. In fact, trust is the foundation of success for mortgage professionals like you. But when so much of communication is now virtual, how can you build the trust that leads to better, stronger, more authentic relationships and deeper connections?<\/p>\n

Well, you can start by leveraging human-centered communication. Human-centered communication, especially using video, makes it possible to foster and strengthen trust and, subsequently, relationships in a more personal and impactful way.<\/p>\n

\"\"<\/p>\n

Why Mortgage Consultants Need Human-Centered Communication<\/span><\/h2>\n

The Problem<\/span><\/em><\/h4>\n

In a digital world full of constant noise and unwelcome distractions, it can be challenging to foster the genuine connection and trust you need with your prospects, clients, and referral partners. Spam, bots, data hacks, and more all create digital pollution<\/a>, impacting your ability to communicate across virtual spaces. And because of this, your message can be muted or lost entirely.<\/strong><\/p>\n

The Impact<\/span><\/em><\/h4>\n

You see, the result of digital pollution is that people are hesitant to communicate with you because they don\u2019t know who or what is reaching out to them. And who can blame them?<\/p>\n

Think of your email inbox. How often do you find yourself hitting delete, unsubscribing from things that don\u2019t serve you, or wading through junk just to find the information you need? It\u2019s probably pretty often. And it\u2019s important to consider that your recipients are doing the same.<\/p>\n

In addition, digital environments lack vital communication elements like emotion, nonverbal cues<\/a>, tone, and more that meaningfully connect us as people. So whether you\u2019re reaching out to request time-sensitive documents or providing updates throughout the mortgage transaction process, ongoing communication \u2014 even with someone who knows you \u2014 can be challenging without the warmth, urgency, excitement, and clarity you convey in person.<\/p>\n

The Answer<\/span><\/em><\/h4>\n

Human-Centered Communication: A Business Case Against Digital Pollution<\/em><\/a> by Ethan Beute<\/a> and Steve Pacinelli<\/a> highlights that every piece of communication you send influences your recipient to engage you or ignore you the next time you reach out. As a result, you should be leveraging that communication to build familiarity. When your recipients understand that you\u2019re a person who values their time and energy, they\u2019re encouraged to engage you because you\u2019ve earned<\/strong> the attention that\u2019s essential to building relationships. And you\u2019ve done that by demonstrating what matters to you \u2014 them.<\/p>\n

Face-to-face communication using video helps emphasize the value, competence, and intent you want to convey to build familiarity and earn attention. It captures all of those unique, human characteristics that get lost in plain-text communication. With video, mortgage professionals like you can stand out in a sea of digital frustration and grab attention as authentic, vulnerable people who have something valuable to offer.<\/p>\n

How to Put Relationships at The Center of Communication<\/span><\/h2>\n

Human-Centered Communication<\/em> highlights four pillars that characterize using video to put people at the center of communication. These pillars lay the foundation for a shift from communicating in a way that serves you to communicating in a way that meets the needs of others through intentionality and value.<\/strong><\/p>\n

Pillar One: Guidance<\/strong><\/em><\/span><\/h4>\n

The first step in putting relationships at the center of your communication is learning how to integrate video into your workflow. Start by learning how to use it, develop new habits alongside and in place of old ones, and ask for guidance.<\/p>\n

This can look like\u2026<\/p>\n

\u2022<\/strong><\/span> Downloading The Video Adoption Guide<\/a>
\u2022<\/strong><\/span> Tapping into valuable resources like Human-Centered Communication<\/em><\/a>
\u2022<\/strong><\/span> Asking for feedback from those already using video
\u2022<\/strong><\/span> Practicing over time<\/p>\n

Pillar Two: Identity<\/strong><\/em><\/span><\/h4>\n

Next, learn to leverage your best asset \u2014 you! Embrace all of the qualities that make you the imperfect<\/em> and remarkable<\/em> human you are. It\u2019s important to understand that perfection won\u2019t make you relatable to your recipients. In fact, it\u2019ll likely overshadow your humanity and your message. To foster genuine connection, it\u2019s vital to show up as your authentic, vulnerable self.<\/p>\n

This can look like\u2026<\/p>\n

\u2022<\/strong><\/span> Not re-recording videos because of misspoken words or mistakes
\u2022<\/strong><\/span> Viewing errors as an opportunity to connect over what makes you human
\u2022<\/strong><\/span> Accepting the raw, authentic version of yourself with confidence
\u2022<\/strong><\/span> Embracing distractions or disruptions
\u2022<\/strong><\/span> Focusing on the value of what you\u2019re providing instead of on yourself<\/p>\n

Pillar Three: Verification<\/em><\/span><\/h4>\n

After that, to connect with your recipients, they need to verify that you are who you say you are. You can do this by separating yourself from spam, bots, and other digital pollution.<\/p>\n

This can look like\u2026<\/p>\n

\u2022<\/strong><\/span> Sending a personal, one-to-one video that allows your recipient to put a face and voice with a name
\u2022<\/strong><\/span> Using an evergreen template<\/a> to create a one-to-many video to send to multiple people, making it easy for them to identify you
\u2022<\/strong><\/span> Communicating with video on social media, in newsletters, and in place of plan-text across various situations<\/p>\n

Pillar Four: Engagement<\/em><\/span><\/h4>\n

Finally, a consistent loop of ongoing engagement <\/strong>will help you strengthen your digital communication to develop more meaningful relationships. But for your recipients to engage you continuously, they need the opportunity to do so.<\/p>\n

This can look like\u2026<\/p>\n

\u2022<\/strong><\/span> Providing ongoing value by sending content that\u2019s valuable and helpful
\u2022<\/strong><\/span> Connecting on important milestones throughout the year
\u2022<\/strong><\/span> Personally checking in to touch base and connect<\/p>\n

Check out Wall Street Journal bestseller Human-Centered Communication: A Case Against Digital Pollution<\/em><\/a> for a more in-depth look at these four pillars, how relationships are at the heart of this approach, and the study and practice of putting people at the center of your communication.<\/p>\n

Building and Strengthening Mortgage Client Relationships Using Video<\/span><\/h2>\n

Once you\u2019ve started to adopt a human-centered approach to your communication, there are some concrete ways using video can help. With video, mortgage consultants can build and strengthen client relationships before, during, and after the transaction process.<\/p>\n

Before Commitment<\/span><\/em><\/h4>\n

Your first interactions with prospective clients will likely be during prospecting, lead response, or lead nurturing efforts. Building trust<\/a> is at the core of these initial interactions between mortgage consultants and their prospects. And even for the best mortgage brokers, this can be challenging without genuine connection.<\/p>\n

To foster deeper, more meaningful relationships, you can use video to help you\u2026<\/p>\n

\u2022<\/strong><\/span> Put a face and voice with a name separating you from digital pollution and your competition.
\u2022<\/strong><\/span> Generate familiarity during prospecting and lead generation
\u2022<\/strong><\/span> Provide value with insight and educational content that establishes you as a mortgage expert and showcases your unique personality with authenticity
\u2022<\/strong><\/span> Introduce yourself across various situations with personalized lead nurturing to help prospective clients feel valued
\u2022<\/strong><\/span> Remind stalled leads that a friendly, helpful person<\/em> is there when they\u2019re ready to move forward with the mortgage application process<\/p>\n

Watch mortgage professional Chris Brown<\/a> use an evergreen video template to put a face and voice with his name during lead response\u2026<\/p>\n