A CRM plan is necessary for your mortgage business to thrive.

Here’s the thing:  A CRM provides immediate visibility for high–value opportunities, increased lead generation, and marketing functions. And it’s a necessary tool to increase your business based on your contacts’ needs and interactions.

The information housed within your CRM database is specific to each contact. It paints a picture of that person, including communication preferences, talents and hobbies, family information, loan information, a history of calls, emails, referrals, marketing communication sent, and more.

Donna manages and coaches some of the mortgage business’s most successful loan officers who rely on her not only to keep in touch with past clients, Realtors and affinity partners, but also to provide mortgage compliant content to them to distribute.  

What You Will Learn – Day in the Life of a Loan Officer and their CRM

1.  Adding contacts to your database. There are over 7 ways to get data into your CRM database – learn how to ‘set up’ a contact for best results.

2.  Chronicling your contacts.  Your CRM is your ‘second brain’ where you store information about every interaction with a contact.

3. Keeping contacts on your radar. Minimize prospect, post–close customer, and referral partner fallout with follow–up strategies and disciplines a CRM is designed to support.
Manage your pipeline with CRM tools your Loan Origination Software does not provide.

4. Bring new conversions to the surface. This is where the rubber hits the road.

Learn how to easily locate and communicate with contacts when the timing is right for a conversion.

Length of Time : 1 Hour

It happens all too often that when launching a CRM database program, it can become overwhelming–
by the number of possible fields, all the different areas to automate, reminders to set and marketing
strategies available. Many database screens can be intimidating enough to make one feel they need a
pilot’s license to operate it. From this sometimes-daunting perspective it can be hard to imagine how all
these fields can connect business practices in a way that creates harmony and ease in performing daily
tasks, let alone increase revenue.

Take comfort in the fact that a database and its related technology are only a means to an end, and not
the end itself. This is especially important when making decisions about what data fields to collect and
fill that will serve best in the short and long run.

Many people feel pressured to fill out every single field they see from the outset. Let’s release some of
that pressure and get back to basics with the recommended must-have fields to fill out in your database.

• The fact is that a solid foundation of a few non-negotiable fields can have an immediate positive
impact on revenue streams.
• The other fields can be utilized down the line after getting more comfortable with a database,
CRM tool.
• These critical fields are necessary for keeping in touch with clients as well as having a solid
baseline for powerful data mining that helps to drive in new business.

Given all the possible fields in most mortgage database tools, it is important to note that these will serve
as the strongest foundation. In time, you can evolve and layer in additional data to track and mine.
These 11 fields provide a rich database baseline that will allow you to easily sniff out potential revenue
opportunities.  Luckily when someone comments on how impossibly complex it all looks, just sit back
and smile, knowing that even the most architecturally complex castles started with a basic unbreakable
foundation.

Duration : 30-45 Minutes

About Donna Quisenberry

Donna Quisenberry, from Q2 Database Consulting Services, is an Expert CRM & Database Implementation Specialist who helps individual loan officers as well as entire mortgage organizational teams to transform the way they work by implementing creative technical solutions. She does this by listening to what her clients need and then draws on her over 17 years of skills and experience specializing in working with mortgage professionals to help them effectively use CRM tools to build and nurture relationships. Through these solutions, which are expertly honed to the specific needs of a mortgage professional, her clients achieve greater levels of organization and effectiveness, leading to higher customer satisfaction, better service, and more sales.

Investment

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