Paul Habert, an independent mortgage broker who works closely with Dundee Mortgage Services, spent many years in a marketing role at that firm’s sister company, and offers some pointers when it comes to communicating with clients.

Above all, it is crucial to stay in touch with clients during times of market turmoil, he says. An excellent way to do that is to raise the issue of a client’s mortgage needs. Current low rates, for instance, are a “good news story in the midst of uncertainty,” he says.

Habert advocates using the latest communication technology: “The power of the Internet is a great way to continue dialogue with your clients and also to find new clients and leads.”

In the space of a few months, Habert has developed a following on the Twitter network. When there are rate changes or other news related to mortgages, he “tweets” the information.

A committed BlackBerry user, Habert makes himself available virtually around the clock.

“Clients really appreciate getting a quick response,” he says. “I have received a lot of referrals as a result.”
— PATRICIA CHISHOLM