Effective Lead Management Strategies with the Help of a Mortgage CRM

Jason July 14, 2023 0 Comments

Mortgage lenders often rely on a customer relationship management (CRM) system to organize their existing clients. But mortgage CRM systems can also help you manage new leads. Here are five lead management strategies you can use a CRM platform to generate and nurture new client relationships.

1. Identify Customer Segments

Who are your most valuable clients? Creating a buyer persona can help you tailor your efforts to reach your ideal market. Are you focused on first-time buyers? Refinancing? Commercial real estate?

Mortgage CRM systems can help you generate prebuilt content and marketing plans to reach your unique market. At the very least, you’ll gain greater exposure through social media and digital marketing channels.

2. Follow Up with New Leads

A CRM platform can help you follow up with new leads. For example, if a website visitor uses your chat feature or signs up for a promotional event, you can contact them later to follow up.

Mortgage CRM systems offer several ways to do that. One way is by email. Lenders can send a follow-up email complete with explainer content to remind borrowers of what the process might look like.

Or you can send a follow-up text. Simply asking, “Do you have any additional questions?” can keep communication channels open.

3. Implement a Borrower and Partner Portal

A CRM can offer an online portal for both borrowers and community partners.

Borrowers might use the portal to track their progress through the application process. Lenders can stay in touch with automated messages to keep borrowers informed at every stage of their journey.

Likewise, community partners (such as local real estate agents) can also communicate with you through the portal. They might use the portal to submit new leads, such as those they meet at an open house or community event.

4. Respond to Customer Inquiries with a Live Chat Feature

Lending websites see a lot of first-time visitors looking for information. An integrated chat feature allows visitors to receive responses to their questions in real time.

Visitors who receive fast feedback may be more willing to follow through and complete a loan application. But you’ll also gain the ability to drop these visitors into your lead pipeline and follow up later.

5. Rely on Former Clients for New Leads

Some of your best leads might come from former clients. Mortgage CRM systems can send anniversary emails to your past clients on the date of their mortgage approval.

This way, you’ll stay in touch with your client base even after they’ve moved into their dream home. Satisfied customers may be more willing to recommend your services to friends and family who are also moving through the lending process.

Schedule a Demo Today

Why not discover these features for yourself? The BNTouch platform offers innovative solutions for nurturing new client relationships as well as managing every aspect of your lending practice.

Contact BNTouch today and schedule a demo. Discover how technology can help you scale your practice and grow your client base on your terms.

To learn more or schedule a demo, contact BNTouch today.

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AboutJason Richardson

Jason specializes in digital marketing strategies and founded a digital marketing agency Richardson Digital Media™. Richardson Digital Media™ has quickly become a preferred marketing provider for real estate companies and nationwide mortgage lenders. Jason has won 9 President’s Circle of Excellence Awards for loan production over his career and was most recently honored as one of National Mortgage Professional Magazine’s “40 Under 40: The 40 Most Influential Mortgage Professionals.”