Orchestrating mortgages is only half of your job as an originator. You must also develop and nurture relationships with potential clients and referral partners. Customer Relationship Management (CRM) software streamlines your strategies and boosts customer satisfaction and how many customers you can handle.
Let’s explore the particulars and see how this technology can revolutionize your origination workflow.
The Role of CRM in Mortgage Origination
Mortgage CRM systems handle tasks that used to be delegated to overworked originators and admin staff. Lead management, pipeline tracking, communication, and marketing can all be automated, freeing your team from hours of tedious work.
Even better, CRM software collects data and provides analytics that helps you see which clients need more attention and where your deals are coming from.
Leveraging CRM for Client Relationship Management
Enhancing Communication
One of the key features of CRM software is its ability to store all client interactions and track any follow-ups or tasks. Need to send five happy birthday emails today? You can schedule them in one go. Haven’t engaged a warm lead in a while? The system will remind you.
CRM systems also provide templates for emails or text messages, so you always know what to say.
Streamlining Client Data
A mortgage broker CRM’s value goes beyond scheduling tasks. CRM systems also allow for personalized communication with clients. Basic contact information, interaction history, lead source, and more are organized and available to view.
With this up-to-date information at your fingertips, you can easily tailor your responses to fit insights gleaned from previous conversations.
Automating Follow-Ups
When a borrower enters your pipeline, you forge a relationship that requires constant communication. It’s impossible to keep up with this level of communication without CRM mortgage broker software.
A CRM system can generate automated follow-up sequences for new leads and existing clients. You can configure these to include relevant information on the latest rates, loan options, or changes in lending standards.
Moreover, you can set up email or text reminders when a client is about to go through a significant life event that could trigger their interest in refinancing or purchasing a new home.
CRM software will also notify you when a lead completes an application or takes other actions that indicate they are ready for the next step in their mortgage journey.
Maximizing Deals with CRM
Now that we’ve covered how CRM software can better relationships with potential and current clients let’s explore its role in maximizing deals for your mortgage business.
Lead Management
61% of marketers claim that lead generation is their most significant hurdle to success. Getting an email or phone number is easy; turning them into deals is challenging. Traditionally, lenders and loan officers wasted time on low-quality contacts unlikely to convert because they lacked the data to identify their hottest leads.
CRM systems analyze client data and then segment leads automatically. Knowing where you are in the lead stage allows for more personalized communication and better conversion rates.
Mortgage CRM systems also control lead management. Forget about adding leads manually- with CRM software, imported leads are automatically sorted, scored, added to the pipeline, and assigned to a team member for follow-up.
Tracking Deal Progress
Knowing how many deals you have in your pipeline is no longer enough. You need to understand where each deal stands.
A mortgage broker CRM system collects data on every potential client who enters your pipeline. You can then track their progress, stage in the sales cycle, and where bottlenecks occur. Are you losing clients during the pre-approval phase? Do you have a high number of deals stuck in underwriting?
Armed with this information, it’s easy to pivot your attention to clients who need more nurturing.
Cross-Selling and Upselling Opportunities
Another great benefit of mortgage CRM software is that it can identify cross-selling and upselling opportunities. The system can recommend additional services or products that would benefit the client by analyzing swaths of customer data and interactions.
For example, if a client is refinancing their mortgage, the CRM system may suggest offering a home equity line of credit or insurance products. Paying attention to these upselling opportunities can significantly increase your deal values and revenue.
Choosing the Right Mortgage CRM System
CRM mortgage systems are not created equal. Software that’s effective for the originator down the street may be incompatible with your particular operations. There are several factors to consider before adopting a new CRM:
- Ease of Use: The best CRM software is intuitive and easy to use. If your team has trouble navigating the system, it will hinder rather than help your workflow.
- Customization Options: An out-of-the-box solution may be an awkward fit for your business. Look for a customizable CRM to fit your specific processes and needs.
- Integrations: Seamless integration with tools like a loan origination system (LOS) maximizes the effectiveness of your CRM.
- Affordability: While most mortgage broker CRM systems save money in the long run, finding a solution that fits your budget is always necessary.
Sonar is an industry-leading CRM explicitly designed for mortgage professionals. It offers customizable pipelines, automated follow-ups, lead scoring, and integration with leading LOS platforms, including Sonar’s own. Its simple design and robust features make Sonar the top choice for mortgage originators looking to increase deals.
Effective client relationship management can differentiate between thriving and floundering in the competitive mortgage industry. With a powerful CRM system like Sonar, client management becomes a science. Data and analytics paired with reliable automation drive personalized communication, efficient task management, and improved lead conversion.
Keep the complexities of mortgage origination from bogging down your business. Explore Sonar’s innovative CRM solutions.
Ready to revolutionize your mortgage origination process? Schedule a Sonar demo today!