In today’s fast-paced dot-com world, there are countless tools available on the Internet to help reverse mortgage brokers get organized and increase sales. I am baffled when I speak with brokers who have not taken the time to learn about these tools that will help them easily stay in contact with clients and prospects and increase sales opportunities.
Every customer relationship management (CRM) system will allow you to keep track of basic information about your clients and prospects, but unless you purchase a system specifically designed for mortgage brokers, most will not be able to track everything you need. Another solution is to find a CRM that allows you to create custom fields. With custom fields, you can track virtually any information you want.
Since mortgage brokers are on the phone a lot, I recommend getting a system that has an integrated dialer that can make calls right from the CRM with a click of the mouse. This will automatically keep track of calls and provide easy access to all the saved information on each client. A dialer will also load and call through a list of numbers and automatically send a follow-up email when needed, all with just a click of the mouse. Dialers will also allow the user to prerecord a message you want to leave when you get a voicemail so you can go on to the next call while the dialer waits for the beep and plays your prerecorded message.
A good CRM will have date- and time-stamped notes, automatically save all incoming and outgoing emails to each client’s account, and allow you to send emails from the system. It will also have drip email and email campaigns. Drip emails allow you to send an email at a future date and time and email campaigns will automatically send a series of emails at predetermined intervals. This is a great way to stay in touch with prospects with an automated system. Some CRMs will also automatically send an email on a saved date in your system. This is a great feature for closing reminders or any situation where an email needs to be sent on a specific date. After setting it up, this happens automatically for all of your clients. And mail merge will put any information you need in the email and ensure that each person receives a personalized message.
Surveys show that 95 percent of text messages are opened in the first five minutes, so having a CRM that will send text messages is a must in today’s market. Sent via text or email, appointment reminders are a great resource for you and your clients.
Of course, all CRMs have a calendar to track appointments, but some will allow you to send a link to prospects that will show them what times you have available; they can schedule an appointment using that link.
These are just a few of the features and benefits that CRMs offer to make life easier. If you are not using these CRM features, you are wasting your time and energy on tasks that can be easily automated with a good CRM. If you want to advance in your field, get a CRM and take your business to the next level.
