Scott Payne

It’s hard work to convert leads into paying clients. It would be a waste to subsequently watch competitors realize the full lifetime value of your borrowers.

But therein lies an opportunity for mortgage originators. Through strategic partnerships, originators are better able than ever before to identify, remarket and recapture past clients.

When your sales team receives an online inquiry, what does the lead experience look like? How are your reps following up? What are they saying? Every sales leader wants to create a contact strategy that yields the best results. They visualize the perfect transaction—one that delivers the optimal customer experience and shortens the distance from lead to conversion. To truly understand the lead experience your team is delivering, it’s important to keep a finger on the pulse of what your… Show more

When your sales team receives an online inquiry, what does the lead experience look like? How are your reps following up? What are they saying? Every sales leader wants to create a contact strategy that yields the best results. They visualize the perfect transaction—one that delivers the optimal customer experience and shortens the distance from lead to conversion. To truly understand the lead experience your team is delivering, it’s important to keep a finger on the pulse of what your follow-up looks like. Here are three steps to consider when creating a lead experience that converts. Show less

Creating a happy union between two technologies that don’t typically get along

At one time or another, many of us have heard of an impending marriage and suspected it may not work out. Of course, love is often blind, and those closest to the matter are unable to see clearly enough to predict their future. The marriage of software technologies can be no different, and in our industry, we’re seeing a lot of compatibility problems right now.

To deal with compliance costs and lagging… Show more

Creating a happy union between two technologies that don’t typically get along

At one time or another, many of us have heard of an impending marriage and suspected it may not work out. Of course, love is often blind, and those closest to the matter are unable to see clearly enough to predict their future. The marriage of software technologies can be no different, and in our industry, we’re seeing a lot of compatibility problems right now.

To deal with compliance costs and lagging volumes, a growing number of lenders are turning to lead management software for help. Besides being an investment in new business, lead management systems can provide consistency to a lender’s branding campaigns. The problem is that most lead management solutions don’t work well with most LOS systems. The reasons why are very similar to the reasons why many marriages don’t work. And the problems are so significant that these unions often end poorly.

Unfortunately, I’ve seen a lot of these sort of “toxic” relationships up close. But I also see how they can work. From my perspective, I’ve identified the characteristics that a healthy marriage between lead management and LOS software should have. Show less