Coaching Lead Management

3 Tips to Optimize Your Mortgage Leads Today

Traditional mortgage lead nurturing has had its time, but it’s time to look toward the future of strategic lead optimization. The modern Loan Officer no longer wants to only nurture his or her current leads, they want to scale their business and crush their goals.

We’ve compiled a few tips that will guide you in ramping up your lead optimization.

Know when it’s time to reassign.

There is no harm in lead reassignment. In fact, according to ProPair, 28% of all closed loans originate from reassigned leads. Team leaders should be aware of their team members’ unique skills and feel empowered to make changes in the lead assignment when needed. Loan Officers themselves can sound the bell when its time for a change of leads, too.

Even the most talented Loan Officers need a mix-up every once in a while to avoid sitting on stale leads too long. As the saying goes, “One man’s trash is another man’s treasure.” The same idea can and should be applied to leads.

Consider the client’s journey.

Avoid the mistake of dropping the ball after the initial outreach. Each stage of the client’s journey is important and they are sure to notice if you aren’t bringing the same authentic touch to the follow-up as you are in the initial communication.

Analyze what processes are working best for your clients from the moment you first reach out to the time they sign a deal (and beyond). Anticipate any roadblocks and get ahead of them to make your client’s ride a breeze.

Put it all together.

Once you’ve nailed reassigning leads and mapping out the client’s journey, you’re headed in the right direction to scale your business and optimize your leads. A critical last step is finding the flow that works for you, your team, and your clients. It takes a true combination of reassigning leads and doing so at the right time in the customer’s journey. Take a thoughtful approach to these changes and make sure you have a solid plan in place. Then, get your team’s input. It will take the whole team to take lead optimization to the next level.

Coaching Lead Management

73% of Marketers Believe This One Thing Will Make You Money

When you think of social media, Facebook may come to mind first. Facebook is a top player but remember that it’s not the only player in an ever-changing game. Once you’ve decided to have a role on social media, work on mastering one channel at a time. Weigh the advantages and disadvantages of being on different social media channels and create a plan to excel at the ones that are important to your business and your clients.

73% of marketers believe that social media marketing has been “very effective” for their business.

(Buffer, 2019)

Which channels work for your business?

Do your research and figure out where your potential clients are spending their time on social media. It may not be the newest craze like Tik Tok, but you don’t have to be leading the trends to make a difference in your business. Try to strike a balance between stepping out of your comfort zone and jumping into a channel that makes you feel uncomfortable.

Do research on your industry to see how it’s finding success with social media. For example, a recent study conducted by the National Association of Realtors found that 99% of millennials (and 90% of baby boomers) begin their home search online (as opposed to in-person referrals). Furthermore, based on the previously noted NAR study, Facebook (97%), LinkedIn (59%), and Instagram (39%) are most realtors’ top picks (Sprout Social).

Opt for low-cost or free first.

The beauty of social media is that it doesn’t have to cost you an arm and a leg (but it certainly can if you ramp up on advertisements). We recommend investigating your unpaid options first before dipping into the investment of ads. For example, if you’re starting with a leader like Facebook, begin by inviting all of your friends to like your business page. This is an easy, free way to get attention to your page. Once they get to the page, add a call to action that makes them click to your website or leave a review if they’ve worked with you before.

At this stage, make sure that you are taking advantage of all of a platform’s features. For instance, creating stories or hashtags can play a huge role in your brand’s social media presence.

Make a competition out of it!

If you’re looking to grab more eyes on social media, look no further than an old-fashioned incentive. “Enter to Win” competitions are a genius, low-cost way to get eyes on your pages. Offer customers a chance to win a prize for tagging a friend on your Instagram post or retweeting your tweet. Clients will enjoy playing along and who knows, you might make a lifelong client where you didn’t expect it.

Do more than repost.

Show your clients that follow you on social media that you can do more than reposting what other professionals are sharing. Challenge yourself to take 15 minutes every Monday morning to write a thoughtful post on LinkedIn or share a photo on Pinterest. Better yet, create a simple content calendar to keep you on track. Be yourself in your posts as your clients will notice the authenticity of the message.

Once you’ve shared your original post, make it a habit to stick around and participate in other conversations. Commenting on, liking, and sharing other colleagues’ content will show that you are well-versed on the platform and eager to make connections.

Coaching Lead Management

Managing a Team? Here’s How to Maximize Your Lead Management

Whether you manage a team of two or twenty, you’ll want to keep these tips top of mind when you’re utilizing team members to manage leads.

A well-oiled machine begins with proper training.

Ensure that each team member who is handling your leads knows their role and the expectations of them. Don’t assume that team members feel comfortable right away in a new Conversation Software (like Bonzo). Instead, set them up for success by creating training for them to participate in. Maybe you host the training yourself or you utilize a customer support team to take over. Either way, you’ll be glad that you took the time to get your team up to speed.

At Bonzo, we recommend setting up a personalized training session with a Happiness Advisor. The Happiness Advisor will show your team the ins and outs of the platform and make sure no feature goes unknown.

Implement a system.

Creating a flow for your incoming leads will give you the peace of mind that they are taken care of. Consider starting with assigning team members to leads based on their skill set or knowledge. For example, if one team member is fantastic with converting cold leads, send the leads their way! If another team member has a knack for working with brand new clients, assign them over. Rest assured that as the Team Lead you’ll have full access to these conversations so you can provide constructive feedback to your team.

Once the leads are assigned, ensure that your team knows how to follow up with leads that respond. Consider using Bonzo’s Quick Replies feature to not only make follow-up time-efficient but also consistent across the board.

Customize outreach.

Each outgoing message should be personalized to the team member who it’s coming from. Make sure you cross your T’s and dot your I’s in this step. Set up customized email signatures, senders, names used in sequences, and even custom videos.

Pro tip: Have your team create videos introducing themselves and plug those videos into the first day of outreach for new clients.

Follow-up and listen.

Once your team members have spent some time creating conversations, check-in with them to see how it’s going. Celebrate big and small wins, and see if there are any pain points in the current flow. Let your team members tell you what’s working and what isn’t. Remember, you can always ask for custom build-outs for your team.

At Bonzo, the sky is the limit. Conversation Software should be built for teams, so let us know what your team needs to be successful.