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Welcome Building an Effective Referral Engine Hosts: Josh Bopp Paisley Coxsey President Relationship Manager focusIT focusIT

Building An Affective Referral Engine with Pulse Mortgage CRM

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focusIT, Inc developed Pulse Mortgage CRM to help bridge the gap between mortgage origination systems such as Calyx Point and company CRM's. Pulse allows mortgage companies and mortgage professions to get a clear picture of the entire organizations sales funnel.

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Page 1: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Building an Effective Referral Engine

Hosts:

Josh Bopp Paisley CoxseyPresident Relationship ManagerfocusIT focusIT

Page 2: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Today’s Agenda:

Market Review Why Realtors Remain Essential What Borrowers Really Think How to Increase Referrals How CRM Can Help Introducing Pulse Mortgage CRM Q&A

Page 3: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Market Summary

Page 4: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Fighting for Fewer Originations

Quick Facts: Q4 2012—Refi Peak 2012—70% higher refi volume 2013—60% higher refi volume 2014 Projected Purchase Volume

—5% higher

Page 5: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Good News (Sort of): Fewer Originators

Source: Bureau of Labor Statistics/MortgageStats.com

Quick Facts: Industry contraction stabilizing Total employment 9% lower Non-bank employment rising

Page 6: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Existing Home Sales Improving—Slightly

Source: National Association of Realtors

Quick Facts: Overall trend is up August dip still 1m units

higher on annualized basis Represents 37% increase Investor share 12%, down

from 23% peak

Page 7: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Why Realtors Still Matter

Page 8: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Current Realtor Landscape

Why Realtor Referrals Remain Critical:

1,063,950 realtors as of June 30, 2014 5,050,000 annual rate for existing home sales Average 4.7 homes per agent 7,615 agents in Los Angels Active agents participated in 1.8 closes over the

preceding 12 months Top 10% of agents averaged 21 closes

Sources: National Association of Realtors & US News & World Report

Page 9: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Current Realtor Landscape

Simply by doing business with the buyer’s and seller’s agents, you are likely speaking with the top 10%.

Page 10: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Inside Mortgage Finance Survey Results

Why Realtor Referrals Remain Critical:

1,800 real estate agents surveyed 60% recommend a mortgage partner 58% of borrowers accepted recommendation Translation: 34% of all mortgage-financed home

purchases are influenced by the realtor Only 16% involved a company sponsored partner Real estate agents get little out of these partnerships

Page 11: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

Inside Mortgage Finance Survey Results (continued)

Top Reasons Realtors Choose You:

Reliable pre-approval letters Return phone calls and emails Reliable in meeting a closing date Competitive rates Local mortgage lenders with reliable preapprovals and

strong personal service rated highest

Page 12: Building An Affective Referral Engine with Pulse Mortgage CRM

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What Borrowers Want

Page 13: Building An Affective Referral Engine with Pulse Mortgage CRM

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PriceWaterhouseCooper Survey Results

Top 5 Reasons Borrowers Choose You:

PwC conducted consumer survey of mortgage lending and found five key reasons why borrowers choose a lender:

1. Rate2. Easy to understand process3. Lender reputation4. Existing loan officer relationship5. Personalized support

Page 14: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

PriceWaterhouseCooper Survey Results (continued)

Customer Service Is Key:

75% negative view of financial services industry Satisfaction with loan officer critical 51% used new lender Fewer chances Information sharing = positive experience Borrowers want personal and digital touch

Page 15: Building An Affective Referral Engine with Pulse Mortgage CRM

Welcome

How to Improve

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Welcome

PriceWaterhouseCooper Survey Results (continued)

Be More Like Other Industries:

Roberto Hernandez, a principal in PwC's consumer finance group survey, highlighted three key points

1. Make interactions process simple2. Provide almost real-time status updates3. More information means more control for borrowers

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Differentiate to Win

Create a Template… and Follow It!

Loan Types Milestones Tasks Change Management Process

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Differentiate to Win (continued)

Communicate Your Process:

Borrower and co-borrower Buyer’s and seller’s agents (they are listening!) Applicable third parties

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Let Your CRM Help

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CRM Overview

Most CRMs Focus on Prospects:

Most CRMs solve only prospect management—that’s not enough!

Think differently: Manage the whole lifecycle Prospects Production Post Close

Page 21: Building An Affective Referral Engine with Pulse Mortgage CRM

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CRM Overview (continued)

Define, Measure, Communicate.

Define milestones Manage milestones effectively Communicate automatically

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Pulse CRM Overview

How Is Pulse Different?

Built for mortgage pros Integrates with PointCentral Simple to use prospect management Streamlines loan production task management Automates communications to loan officers,

borrowers and referral partners Post-close marketing (coming Q1 2015)

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Demo: Pulse Mortgage CRM

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Welcome

Q&AContact Us:

focusIT, Inc Sales Team(480) 346-1299 opt. [email protected]

Demo Sign-up: http://www.focusitinc.com/pulse-demo-signup

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