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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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Welcome
Building an Effective Referral Engine
Hosts:
Josh Bopp Paisley CoxseyPresident Relationship ManagerfocusIT focusIT
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
Welcome
Market Summary
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
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
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
Welcome
Why Realtors Still Matter
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
Welcome
Current Realtor Landscape
Simply by doing business with the buyer’s and seller’s agents, you are likely speaking with the top 10%.
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
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
Welcome
What Borrowers Want
Welcome
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
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
Welcome
How to Improve
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
Welcome
Differentiate to Win
Create a Template… and Follow It!
Loan Types Milestones Tasks Change Management Process
Welcome
Differentiate to Win (continued)
Communicate Your Process:
Borrower and co-borrower Buyer’s and seller’s agents (they are listening!) Applicable third parties
Welcome
Let Your CRM Help
Welcome
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
Welcome
CRM Overview (continued)
Define, Measure, Communicate.
Define milestones Manage milestones effectively Communicate automatically
Welcome
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)
Welcome
Demo: Pulse Mortgage CRM
Welcome
Q&AContact Us:
focusIT, Inc Sales Team(480) 346-1299 opt. [email protected]
Demo Sign-up: http://www.focusitinc.com/pulse-demo-signup