In any industry, attracting and maintaining customers is a necessary part of doing business. The first step to getting customers is getting leads. There are many potential sources of leads; here are a few common sources:
In the modern connected world, your website is your primary point of contact with potential customers. When people searching for mortgage providers find your website, take advantage of the opportunity you have to develop a relationship with them.
- Social Media
Social media platforms like Facebook and Twitter were designed to help individuals build relationships. Use these platforms to make your business a part of your customers’ day-to-day lives.
- Existing Customers (Most Powerful)
Your current customers can be an excellent source of leads. Doing business with an existing customer (or their referral) is easier and more efficient than starting from scratch with a new customer.
No matter what method you use to gather leads, knowing what to do with these leads is much more important than gathering them.
The Importance of Managing Leads
Every potential customer has personal information associated with them. In addition, different leads are at different stages of your conversion process. When you have hundreds or thousands of potential customers, mortgage lead management becomes a primary concern. Paper-based methods are impractical and slow, and just keeping all the info in an Excel spreadsheet isn’t cutting it anymore either.
- Customer Relationship Management (CRM) Software
For mortgage lead management, a customer relationship management system is appropriate. CRM software is not only useful for managing customer records; it is useful for digging deep into this information and discovering potentially valuable relationships you can profit from. When looking for an enterprise CRM solution, consider one that will also automate marketing and generate leads from your database.
Mortgage lead management is an essential part of doing business. Developing a management system may require an investment in time or money, but the return on this investment could be enormous.
Here’s another resource you or your team may be interested in: 10 Tips on How to Find, Attract, and Keep Top Producing Loan Officers! Check out these ten powerful tips to help you build and keep a top producing team.