Converting Annual Reviews into Repeat Business and Active Referrals.
The Strategic Justification
This dashboard highlights the core strategic importance of client retention. In a challenging market with rising rates and bank competition, a systematic approach to client lifecycle management is essential.
Business Origin Analysis
Approximately 70% of a typical broker's business originates from two key sources: repeat clients who return for new financial needs, and active referrals from satisfied past clients.
A structured engagement system maintains relationship momentum and unlocks this potential.
Key Takeaway
Your existing client base is your most valuable asset for future growth.
Structured Engagement Framework
Moving beyond mass emails, this framework establishes consistent, value-added touchpoints. Click each milestone below to see the specific objective for that check-in.
The Value-Added Review
Transform a standard annual review from a simple rate check into a high-value advisory session. This proactive approach uncovers new opportunities and solidifies your role as a trusted advisor.
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Identify Diversification
Assess the client's broader picture. Is there a new need for commercial property finance, asset finance for business, or investment lending?
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Check Serviceability
Look beyond the current loan. Discuss their 5-year plan. Do they intend to upgrade or renovate? Help them plan now to position yourself as a long-term partner.
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Hardship Preparedness
Proactively discuss financial buffers. Check offset balances or redraw availability. This demonstrates genuine care in a high-rate environment.
The Referral Engine
Systematically converting value into active referral sources ensures your pipeline continues to grow leveraging your satisfied client base.
The Passive Approach (Old)
✕Relying on mass-market emails.
✕Hoping clients remember you.
✕Waiting for referrals to happen naturally.
Active Methodology (New)
✓Systematically asking during reviews.
✓Positioning yourself as an indispensable advisor.