Lead Management Strategy

Lead management consists of three steps:

-Manage your leads by managing your time
-Close more leads by managing your follow ups
-Gain added value from your leads by managing your existing clients

Manage your time:

It is important that you understand the temporal value of internet leads. You must mange your time wisely when contacting a time-sensitive lead, and make sure to contact them immediately after receiving the lead. Lead management is not only about maintaining organizational control over the leads you contact today, but also preparing for the leads you will receive tomorrow. Plan on making yourself available at all times if your lead quota is 200 leads a month and you have only received 10. Basic lead management not remain out of contact over the weekend unless you are nearing the end of your lead quota.

Manage your follow ups:

Call you leads at appropriate times. They have already submitted their information and are waiting to be contacted regarding mortgage loans. Do not waste this opportunity by calling at unreasonable hours like dinnertime. If your timing is wrong, you will end up having to jump the same hurdles as a cold call. Manage your leads as leads. Call with the intention of closing a mortgage loan that day, and respect the potential client's time. Make sure to also manage your follow ups going into a long weekend and make follow-up calls - even if they are brief voice messages - that attach a voice and a name to the lead they submitted on the internet. The most important part of lead management is establishing your relationship to the client. Once this is done, you can pursue a potential mortgage loan customer as you would any other client

Manage your existing clients:

The greatest value provided by leads form Mortgage Lead Market is the ability to manage your existing client base and continue marketing to them. Using our lead management tool, you can send newsletters at regular intervals to existing clients, informing them of changes, updates, and new services you offer. With this constant contact, your can show them the value you continue to provide as a mortgage broker. Any sales that come from marketing to existing clients are pure profit! Consider too that you may not be able to close some leads because the potential client is not ready. A large portion of your unclosed leads will retain their value, as a client who balked several months back may now be ready to aggressively pursue a refi loan.

Keep these three principles of basic lead management in mind and you will achieve great success with your mortgage leads!