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Customer relationship management

Don’t Confuse Suspects with Leads

December 31, 2009

Image via Wikipedia There is a distinct difference between leads and a list of names. I call a list of names and numbers suspects. Data providers often mislead clients into believing that they are getting leads when they get these too good to be true prices on thousands of leads. Make Sure You Have Leads [...]

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Less Time Picking and More Time Contacting

August 3, 2009

Image via Wikipedia I see this in most sales organizations-a propensity for cherry picking. Really does it add that much to your conversion rate? I’ll answer that, “no.” Cherry Pickers Lose Humans are always driven by intuition and “gut” feelings, but unfortunately these are often wrong. Like the classic optical illusion tests, which are a [...]

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Connecting Customer Databases to Social Profiles

July 27, 2009

Image via CrunchBase Chances are that you have a lot of customers in your CRM that you could be engaging directly with social media or in your existing social networks. But, how do you connect them? Here is a quick way to connect your CRM and your social profiles. Segment Your Consumers The first step [...]

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What Software Should I Use for Debt or Mortgage Business?

July 7, 2009

Image by madhavaji via Flickr There is no question that CRM or other lead management software will make you more productive and effective at converting aged debt, loan modification, and mortgage leads. However, making the right decision can be difficult. Although I will not give any specific endorsements I will give you an introduction to [...]

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Persistence is a Money Maker

July 3, 2009

Image by Walt Jabsco via Flickr There is nothing more important to being effective with aged leads than persistence. Aged leads, by definition, are more challenging to convert (hence the great price). However, the persistence and doggedness that your competitors lacked can be you key to success. Building a persistence machine When you buy aged [...]

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Working Aged Debt Leads – The Basics

June 18, 2009

Image via Wikipedia Aged debt leads can be a great marketing approach for mortgage and debt companies, particularly if they are managed correctly. Typically they work best in a telemarketing or call center environment, but if you are comfortable on the phone and have an aggressive sales attitude, will serve you well. It can be [...]

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Sales Funnels are Critical Sales Tools

June 11, 2009

There are few things more critical than the sales funnel. It keeps you focused, coaches you, and improves your sales performance. How you manage your sales funnel will directly correlate to your sales success. Here are some critical components that will make you more successful with mortgage or debt leads. Get Your Leads in the [...]

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Sequencing Your Sales Process

May 20, 2009

Image by Robert101 via Flickr Closing sales is ultimately about persistence. But, persistence needs discipline and a process. This is where sales sequencing comes in. Before you leap into your sales day today, let’s think about a brief sales plan. Think beyond todays’ calls and emails. What are the next 5 things you want to [...]

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Is Your CRM Lying to You?

May 11, 2009

Image by Getty Images via Daylife Chances are your CRM is full of leads and prospects, but every month you are below your sales goal. So, is your CRM lying to you? Technically, no. But, you are certainly measuring the wrong things. The number of leads in your database is not a reflection of your [...]

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Using CRM to Create Relationships

May 1, 2009

Image by madhavaji via Flickr Where did you put that last batch of 100 aged leads? Hopefully, they are not lost in a spreadsheet on some miscellaneous computer in the office. They may be just prospects to you–leads to be passed around–but, to the smart business owner they are clients. Chances are a large percentage [...]

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