As a mortgage professional, the key to your success lies in establishing solid relationships with your clients and referral partners. Now, take a step back to assess if your method is indeed effective and efficient.
With technology and innovative tools at your disposal, there’s no excuse to marketing your business and encouraging customer relationships. In fact, there’s a tool made for just that – Loan officer CRM.
Loan officer and Realtor CRMs should go beyond collecting client information. Learn how to maximize this powerful tool to understand your client base and establish meaningful relationships. All of this will lead to better customer service, and ultimately more business.
Growing Global Market Size For Customer Relationship Management CRM
The growing demand for cloud-computing technology – Software as a Solution (SaaS) in particular – has driven the global market for customer relationship management to rise at an alarming rate.
Revenues from the CRM software are expected to reach more than $80 million by 2025. It’s the fastest-growing software market to date, with 47% of businesses planning to increase IT budgets specifically for improved customer service software centered on:
- Retaining current clients
- Improving customer service, including self-serve options
Software As Solution
SaaS promises improved customer service and customer experience, automated engagement, and innovative digital solutions that deliver computing services in real-time. This will allow team members to easily assign roles and work remotely, an important hurdle, especially during the COVID-19 pandemic.
Understanding a Mortgage Loan Officer CRM
What is a Mortgage CRM?
CRM stands for “customer/client relationship management.” It’s an essential tool for mortgage professionals.
In particular, Mortgage CRM Software is an innovative way for loan officers and lenders to manage client details efficiently. It is integrated with loan origination software, which allows centralized access to each client milestone.
This helps maintain effective client follow-up that requires contact management alongside loan pipeline management. Commercial Loan Officer CRM is specifically designed to handle, nurture, and manage interactions with potential and existing customers.
Mortgage CRM vs. General CRM vs. Loan Origination Software
A lot of lenders are opting for LOS instead of CRM. Here’s why it’s a bad idea:
It’s true that LOS systems are efficient in managing loan processes like document management and compliance functions. On the other hand, they work just like an office with no employees. It’s essentially an empty filing cabinet.
General-purpose CRMs can help manage contact information. However, they don’t offer specific features that relate to mortgages and lending needs.
A specialized Mortgage CRM integrates both the LOS and CRM systems to allow end-users a fully centralized and automated platform for improved customer experience and team collaboration. There is excellent potential for growing your client base, managing the mortgage pipeline, reducing costs, and increasing revenue.
Why Is a Mortgage Loan Officer CRM necessary?
Given the rise and fall of the mortgage industry in the past years, financial institutions and lenders need all the help they can get to avoid foreclosure and delinquency. Mortgage loan officers realized the vital role of focusing on the customer management lifecycle for recovery.
Customers are at the Forefront in 2021
Mortgage CRM is a timely choice for mortgage professionals as 2021 is dubbed “the year of the customer,” where 60% of consumers use search engines to begin product research. With efficient CRM software, businesses will get a comprehensive overview of each client they interacted with. Once data has been collected, it is easy to engage potential customers across multiple devices across different channels.
The success of the money lending industry essentially lies in the quality and quantity of lender-client relationships. You need to ask two critical questions: do your customers like you, and do they trust you?
With the right mortgage CRM, the process of improving client and referral partner relationships is easy. Mortgage businesses will close more loans faster, minus the manual labor of meticulously handling clients.
What Are The Benefits Of A Loan Officer CRM?
Mortgage CRMs are a transparent way to manage customer contacts and relationships seamlessly and efficiently. Aside from tracking client contacts, here are the specific functions of mortgage CRM software that help loan officers get more leads and close more loans:
Loan Partner Drip Marketing
Referral space is the most critical area in mortgage marketing. Essentially, the only way to generate revenue is through referral and marketing. Effective Mortgage drip marketing keeps you alive in the minds of your potential and existing partners through automated emails, text, calls, and other loyalty initiatives.
In this way, they’re more likely to engage in business with you or refer you to another potential client.
Accessible Data Collection and Management
Management of customer lifecycle is essential for loans to keep ahead in the industry. Solid leads can turn into prospects and eventually to closed deals.
The most basic feature of mortgage loan officer CRM is to provide a transparent and efficient way to track, collect, and manage new client leads and existing client data.
With the help of customized or pre-loaded forms and form groups, mortgage professionals can easily capture new client information and leads.
Meticulous reporting and analytics features will then help assess lead conversion results, top lead referrals, mortgage apps, and in-depth pipeline analytics.
Without meaningful engagement and solid client relationships, nothing is a done deal.
With the best loan officer CRM, businesses can easily track client preferences that will help build genuine rapport in a transparent manner. Loan officer CRM helps track customer interest down from their interaction history, shopping habits, and preferred method of communication remotely and in real-time.
Tracking leads with CRM for loan officers is an easy and effective way to deliver a personalized customer experience that will make them feel valued.
Personalized Customer Communication
Mortgage CRM is not only meant to build rapport with potential clients and leads. It should also improve and keep existing customer relationships. In fact, selling to existing customers is more likely at 60-70% of the time, while selling to new customers has a 5-20% success rate.
With customer service today, time is of the essence. Clients expect fast, if not instantaneous, support.
With CRM loan officer, it’s easy to follow up with a lead-in in as little as a few minutes, without little additional manpower. This is possible through a centralized contact database, reporting center, and accessible templates to capture new lead data.
Automated Call Prompts
With the help of CRM software, support teams can confidently make proactive calls to customers, backed with key contact details and effective scripts.
Teams can also get an easy-to-understand overview of milestones, critical daily tasks, and referral sources on the dashboard.
Automated Two-Way Texting
For a more personalized approach to customer engagement, customer CRM software allows special features for direct contact with customers. One-to-one texting is an effective way to keep clients informed while on the go.
Managing text messages through the CRM mortgage app allows all team members to track client communications through a centralized system.
Automated Email Marketing
Spending on email marketing is expected to reach $350 million by the end of 2021, the largest share of digital marketers’ wallets in 2021.
Image source: SuperOffice
Email advertising significantly increases revenue at about $50 per $1 spent. It is considered the best way to approach content marketing for loan officer CRM. Email marketing allows lenders to deliver timely and personalized messages to build a brand customers can trust – while beating out the competition.
Loan Officer CRM can send automated corporate-approved emails within minutes with the help of ready-made templates. Some CRMs also have segmented features to allow the delivery of more personalized emails to target clients.
Easy Internal Communication
Mortgage CRM software also works to improve communication between team members, a vital prospect to customer-facing services.
A good mortgage CRM should enable all team members and stakeholders to access updated customer information through a centralized system. Through text and email communication, fast and frequent interactions should encourage more efficient client handling and collaboration, even in a remote set-up.
In short, through better data management, improved customer engagement, and efficient team collaboration, customer lifecycle management becomes efficient in generating leads and higher revenue.
What To Look For In A Loan Officer CRM?
- You might be an outstanding mortgage professional, but an inefficient customer relationship management system may be holding your business back.
Fortunately, there is a wide selection of mortgage CRMs to choose from. Now the problem lies in finding the perfect solution for you and your clients.
Look for the Complete Package
Whether you are an individual loan officer or work in a team of mortgage professionals, look for a mortgage-specific solution that includes automated marketing tools and lead management functions, sales reporting, drip marketing automation, and customizable options for your business.
Here are the features you need to look for in the best Loan Officer CRM:
Loan Pipeline Management
An effective Mortgage CRM is integrated with existing loan-originating software to improve loan pipeline management for both lenders and borrowers.
This will allow loan officers to have an overview of on-demand reports, track loans, and manage data such as loan status and application information. A good mortgage CRM should be a user-friendly bridge between the LOS and client, providing a convenient way to sign paperwork, view loan reports, and upload documents.
Critical Task Management
The best CRM for loan officers will provide an intelligent sales workflow that presents high-impact tasks and sets reminders throughout the customer lifecycle.
A user-friendly dashboard can make all the difference in improving team efficiency. That includes easy access to information on milestones, critical daily tasks, and referral sources.
There are versatile CRM that allows loan officers to customize workflows and calendars to ensure that all bases are covered in the loan pipeline.
We’ll say it again – at the core of the mortgage is building relationships. The best CRM for loan officers values team and client relationships and communication.
Team-based texting and mobile apps
A mortgage business involves working with a wide variety of contacts, from borrowers to referral sources, stakeholders, and real estate agents.
A team-based texting feature on a mobile app is a useful and competitive feature that will allow efficient and real-time conversations. Useful pre-built texting capabilities include notifying each team member of the mortgage at each stage of the process.
Corporate-approved and customizable templates
Go for a CRM that offers comprehensive email advertising capabilities. These should include corporate-approved and personalized email templates to engage with new and existing clients with loyalty initiatives, improve your social reach, update your market value, and announce new products and services.
With the help of automated features, mortgage professionals can have more time looking for new leads and taking care of existing clients rather than minding individual system reminders.
SalesPype offers some of the most comprehensive automated features we have seen on a mortgage CRM. These include:
- Text Message Marketing
- Ringless Voicemail
- Email Marketing
- Video Email
- Call Bridge
Campaigns For Each Stage of The Pipeline
These should include automated emails and texts, phone scripts, task reminders, and campaign logic, Including leads, partners, and clients for optimal workflow efficiency.
Lender Reminders for Important Events
An efficient CRM lead loan officer uses automated campaigns throughout the pipeline. With automatic reminders, you’ll o keep customers engaged with the right message during a pre-set time.
The Best Mortgage Loan Officer CRM 2021
With all these features in mind, we’ve done our research and landed on the best mortgage-specific CRM on the market – SalesPype.
SalesPype does everything your basic CRM should do, like managing your contacts, reports, sending emails, and organizing tasks – but we’ll concentrate on some of the innovative features that set SalesPype apart.
They offer four customizable approaches to engagement: for leads, businesses, old contacts, and old leads. In this way, it’s easy to customize your engagement approach for new and existing clients to cover all your bases – no cracks left in the pipeline.
Here are some of the most innovative features of SalesPype:
Keeping track of all your leads and entire sales pipeline can be confusing. At Salespype, all workflow management tools and sales are organized on one neat dashboard. Easily organize your sales and leads using the “Click & Drag Sales Pipeline.”
Most companies would charge hundreds of dollars for this feature, but with SalesPype it’s available on the most basic loan officer plan.
It’s effortless to upload a video or record a new one to send to your clients. They also have a centralized library where your team can access all videos uploaded in the past.
With SalesPype, you can send direct mail to your clients – nothing could be more personalized than that. Send anything from a postcard, greeting card, letter, or even a gift.
You can choose from various design templates available, or you can choose to start from scratch for a more personalized approach. They’re also integrated with Canva, allowing endless ways to customize your gifts and letters.
Quickly connect with new leads with the Call Bridge Function by providing your phone number.
Never miss a prospect by choosing a follow-up schedule when a new lead is caught by SalesPype.
From the user-friendly SalesPype dashboard, it’s easy to find new leads with Geo Farming, the latest innovation offered by SalesPype.
It is a way for businesses to dominate the local market and pinpoint the specific people you should work with within a neighborhood – your ideal client. In this way, you can target your campaign towards them.
The powerful Geo Farming tool will automatically collect data on the area you choose. It will provide you with enough information to find residence owner details, from their names, address, contact details, occupation, income, how many years they have lived in the neighborhood, and more. These data should help you contact the clients you want to include in your customized drip marketing campaign.
This will allow you to be the recognized and go-to mortgage professional in your chosen neighborhood or area.
A dedicated loan officer CRM is the most effective way to turn your leads into prospects and, eventually, closed deals.
Specialized Mortgage Loan Officer CRM allows customized help and automated features to manage and track leads, nurture potential and existing client relationships, and improve internal communication and collaboration.
We found SalesPype to offer some of the most innovative features and generous packages for lead management, loan pipeline drip marketing, and critical task management.