Streamline Your Mortgage Process with Sales Performance Automation for Mortgage

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all right we're winding up again about 10 minutes this is kind of the fun part it's also kind of the dry part in everything that we've talked about today to date we haven't really talked about key performance indicators what's really going on with my investment what's going on my pipeline if i'm getting an expected result or i'm not getting expected result why so this is part of the lead management piece and we're going to talk about some very specific stages of key performance indicators newly assigned leads contacted leads qualified versus converted we'll try and get through this in the remaining 15 minutes but some of these stages are always bad some of them are always good some are neutral and sometimes what your job is as a sales manager as a broker or even if it's just you looking after your investment is trying to determine why do these numbers look this way and the better clarity you have on that the more able you are to adapt and fix and pick up so let's let's take a look at some of this i love this by the way we don't have smoke but we have mirrors all right so some people use salesforce some people use uh velocify some people use this this is lone tech and by the way i we we have usually we do lender data but i wasn't sure i didn't want to throw one of my customers i got a couple customers in the room by the way i didn't want to throw mike's information up here for y'all to look at but but you should be able to know how many leads are in a given camp where your low-hanging fruit is so right now this is actually our team we by the way we use our own technology that's how we run our sales i know these people have seen demos that's just like an application you've seen a demo with us you're qualified to make a decision but that's different than somebody's converted who says they're gonna buy all right so if i take an application and you tell me yeah this is uh it's okay i'm not sure if it does enough for me you know i'm gonna i'm gonna think about it you know hey i've got your application i'm still gonna get you in processing right but your priority as far as my immediate follow-up is different than the converted lead that says wow this is really great i'm going to talk to my wife about it tomorrow night we're going to get back to you the difference is one has got a converted lead is something that says i'm not going into processing right now all right but i'm leaning that way and i've got a very specific date or event or time frame right what i'm going to let you know your ability to track that will actually help you manage your sales process going forward you're managing these contacts how many how many people are we talking to and we're gonna talk about some of these stats where there's some things in here that uh that are unique to the loan officers in a bit also i want to know where my business comes from and i want to know if i'm paying for something right how it's performing our website loantech.com we produced about a 113 leads over this time period and we closed between six and seven percent it's not bad it's all right maybe we could optimize some of that we went to google adwords which is download we didn't get as many google apps got this sorted by number of leads right now we got 15 out of google adwords pretty happy with that but some of these pages uh that i'm going to leave off here i was paying for services and i was getting traffic but it wasn't converting well i'm paying for traffic it's not converting i'm not going to do that very long but you'll need a metrics like this to help manage your input and in the end if you do all this you can lead by intelligent design you know if you put all this together whether you use loan tech or not you know you can make loans and you can grow your pipeline don't get too far out in front of yourselves with your roi and your investments right because leads are expensive your average lead shop you know even individuals i think if they start getting this they're going to spend 500 thousand bucks just to get started you know branches you know some branches two three thousand bucks a month some 20 30 depends how big you scale it don't get too out in front of it until you got the tools to manage it and if you manage it invest in it you should get intelligent roi