Story As Published in the Michigan Bankers Association mbaBanking Magazine
By Kirk King, President of Continuity Programs, Inc.
The mortgage process collects in-depth financial and demographic information about customers. Use it as a foundation to build on the relationship. It’s often a perfect time to identify cross-selling opportunities of various shades and colors.
Cross-selling is pivotal to growing wallet share and profitability.
Increasing the share of a customer’s wallet boosts long-term customer loyalty and engagement, meaning they’re less likely to defect.