Image by madhavaji via Flickr Where did you put that last batch of 100 aged leads? Hopefully, they are not lost in a spreadsheet on some miscellaneous computer in the office. They may be just prospects to you–leads to be passed around–but, to the smart business owner they are clients. Chances are a large percentage [...]
Mortgage CRM, Customer Loyalty or Referral System?
Image by k-ideas via Flickr One of the biggest fallacies in the mortgage CRM business is that you are creating a customer database for repeat business. The fact is that 70% of mortgage customers couldn’t tell you the name of their mortgage broker on their last transaction days later. That simply means that every customer [...]
Sales Training, Creating Buying Personas
Image by scimanal via Flickr Have you ever thought about who you are selling to? What makes them tick? What makes them different from others you sell to? What do they really need? Are there patterns? If you want to increase your sales production you should begin to segment, identify, and train against personas–creating scenarios [...]
Treat Your Sales People Like Customers
Image via Wikipedia In sales and marketing we often talk about treating customers like gold. They are “always right,” we are “customer-centric,” our “responsiveness” to customer inquiries is unparalleled in the market. Can you say that about how you treat your sales force? What would happen if you treated your sales staff like customers? Would [...]
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Lead Buying Needs Assessment, Are You Optimizing Your Lead Purchases?
Lead buying can be as simple as, “give me a 100 leads.” However, chances are you will be disappointed. Why? Simple, your business isn’t designed to help everyone. Chances are you have a specialty or expertise that requires a little more thought to get the customers you can service. So, let’s review a few questions [...]
