Repeat business has never been more essential for brokers. Mortgages being down 6.2% year-to-date and 30-year fixed rates still hovering at approximately 6.5% mean client retention is the answer to having strong pipelines. It is estimated that it costs five times more to get a new client than to retain an existing one, and repeat borrowers bring 67% more revenue on average.
RCN Capital's Summer 2025 Investor Sentiment Index indicates why the time is now: investor confidence recovered by 16%, and DSCR products are taking market share in private capital. Brokers with a retention focus can use these market indicators to command long-term value and strengthen borrower relationships.
Read on as we highlight the practical techniques to convert first-time borrowers into long-term customers, including successful onboarding and offering diverse products to meet their needs. We will also cover digital touchpoints, loyalty strategies, and the tools RCN Capital provides that enable scalable retention.
Borrower retention efforts start with identifying what client loss really costs your company. Industry research indicates that an average private lending broker loses hundreds of thousands in possible income every year by not having systematic retention efforts in place.
Look at the lifetime value calculation: That one investor who completes a fix-and-flip project with your services is worth so much more than one transaction. He likely requires financing for several homes during his investment lifetime, and he also provides referrals to other investors within his network.
The current market conditions make retention even more precious. With 49% of investors predicting market improvement within the next six months, based on RCN Capital's most recent sentiment survey, well-positioned brokers can reap the benefits of established relationships rather than competing for new clients in a tight market.
The trick is to break out of transactional thinking. Conventional practices address each loan independently and not as pieces within a long-term relationship. Loyalty-building strategies need a paradigm change in how you design client interactions and follow-up processes.
Why it works: A definite beginning instills confidence and dissipates anxiety. Initial impressions determine if a borrower comes back for subsequent transactions.
Actionable steps:
Why it works: Educated borrowers plan and leverage financing more frequently. Education takes clients from a transactional level to one of your borrowers.
What to implement:
Why it works: Offering multiple solutions keeps clients in your orbit as needs evolve—including purchase, rehab, or refinance.
Practical offers:
Why it works: Automated, targeted contact keeps your brand top of mind without wasting advisor time.
Implementations:
Why it works: Rewarding behavior both solidifies the relationship and drives new business.
Tactics:
Daily and weekly routines that preserve and grow relationships:
RCN Capital equips brokers with the resources to convert first-time borrowers into repeat clients. With competitive loan products, transparent compensation, and policies for preserving broker relationships, you establish the foundation for developing retention programs that really work.
Above transactions, RCN Capital invests in technology, lending ability, and broker-centric resources that facilitate relationship-driven growth. These investments allow you to serve clients regularly and grow with confidence.
Begin constructing your retention system today. Enroll in RCN Capital's Broker Referral Program to start winning more business. For instant help, email Info@RCNCapital.com or call 860-432-5858.
Q: How can brokers increase repeat business for lenders?
A: Emphasize frictionless onboarding, consistent training, diversified product offerings, milestone automation of communications, and open referral mechanics. Leverage tools such as RCN Capital's LMS and Amplify training to standardize and scale these.
Q: How does technology help with client retention in private lending?
A: Technology platforms like RCN Capital's BLN system facilitate automated communications, holistic client data management, and systematic follow-up programs. Brokers who utilize these tools achieve 40% improved turnaround times and 25% increased deal closure rates while preserving personal relationship quality.
Q: How do current market conditions affect client retention opportunities?
A: 2025 market conditions offer the best opportunities for retention. With investor confidence recovering 16% to 102 on the RCN Capital index and 49% of investors anticipating improving markets, brokers who have a strong base relationship can do more business than brokers looking only for new clients.
Q: What makes RCN Capital's approach to broker relationships different for retention purposes?
A: RCN Capital provides white-labeled platforms, broker protection policies, open compensation, and systematic client relationship tools. Their latest $28.5 million investment-grade corporate note shows financial strength that underpins long-term broker partnerships based on sustainable relationship building.
Q: How to retain mortgage borrowers after closing?
A: Send milestone check-ins (30 days, 6 months, 12 months), provide market insights related to their type of property, and have easy re-application routes with pre-approval options.
Q: What KPIs should brokers track for client retention in private lending?
A: Repeat borrower rate, time to repeat transaction, referral conversion rate, average LTV per borrower, and NPS.