Nothing is more important to your success with aged mortgage or debt leads than a good lead management process. This of course is best organized and enforced with a good lead management software. However, even short of that you should have some basic lead management fundamentals in place.
Contact Management
You have to start with the basics–contact management. Your leads need to be easy to import and immediately available for contact. Your lead management process should make it simple to get your next lead, facilitating a swift contact flow.
Your contact manager should be coordinating email and telephonic contacts. Some basic features you should have an eye for:
- Smooth natural telephonic contact process
- In software email sending and tracking capability
- Automated, fluid feeding of leads to your screen
- Integration with Outlook and other calendaring systems
- Ability to send email and text messaging alerts/ticklers
Automated Marketing
Lead management is not all about telephone calls–especially with aged leads. You want your database marketing humming along in parallel with your call campaigns. Whatever solution you consider it must have an integrated marketing and drip email campaigning package.
Here are some basic must haves:
- Support for email templates (HTML and text)
- Capable of creating automated email workflows
- Ability for individual agents to edit or personalize
- Extensive ability to customize with dynamic variables
- Capability to send from your email domain
Custom Sales Process
Even if you are buying a lead management software you want it to be your unique sales solution. Your software should support customized checklists, sales process monitors, and to do lists.
Action Oriented
Of course, your whole goal with a lead management system is to get the maximum work effort on every lead. In order to ensure that look for these important lead processes:
- Productive process to work leads
- Ability to annotate leads with clear and discrete status
- Robust sales agent tracking
- Process to ensure every lead gets worked
A good lead management solution keeps you focused on moving through leads rapidly and consistently.
Top Lead Management Software Providers
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Next Wave Marketing Strategies brings over 5 years of integrity, innovation, and client satisfaction to the aged debt leads market. We offer industry leading quality control, data cleansing, and a generous return policy to empower you to build your business in the fastest, most cost effective manner. Learn more about aged debt leads.
(photo credit: jcroach)
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Nice article about important tools to look for in an LMS that can effectively handle aged leads. Much more useful than that Rolodex, oh my!
Nice article, and thank you for the shout out! We’ve found that icoSales helps our clients eek out an additional 2-3% conversion on their ‘old’ leads by helping them with precisely the steps you cover. Fine job!
-Doug
The automated marketing really works. We’ve had great success using drip campaigns. You don’t always know when someone’s going to be ready to buy. If you keep your name in front of them they’ll check you out when they’re ready.