1. Call lead opportunities within 5 minutes between 8 am - 8 pm!
Whether you are actively prospecting new leads with the Realtor or following up with a call to action from the Realtor to start the pre-qualification process, calling leads fast and within 5 minutes significantly increases your lead qualification rates.
2. Use the Saved P and F Filters and Last Login Filter
Simplify your prospecting and follow up by utilizing the P and F filters built into the CINC Platform. As an added bonus add in the Last Login filter so that you can prioritize lead opportunities most recently engaged on the home search site.
3. Focus your initial conversation with a new prospect on the home search, and NOT home financing.
It's always best practice to identify the Why, When and What while having a conversation with lead's about their home search process first. In doing so, you're making an intentional effort to build rapport and trust by learning more about who they are, what they are looking for, identify any fears or hesitations and more! Next, if and when appropriate, navigate the conversation to desired monthly payments and home financing. Need help with identifying the Why, When and What during your conversations? Click here.
4. Prospect at strategic times of day!
If you're a lender partner that takes advantage of prospecting opportunities, utilize the strategy of calling during certain times of day. Statistics show that when you "smile and dial" during morning and evening rush hours (typically between 8am-10am and again between 4pm-6pm) you will significantly increase your lead qualification rates. Additionally, Wednesdays and Thursdays between evening rush hours are the best days of the week to prospect and increase your lead contact and qualification rates as well!
5. Always leave a Note documenting the call
The CINC platform has the Notes section for a reason! Always document your call outcomes with your Leads in the Notes. It not only helps you recall past conversations but it will also be important for the Realtor(s) you're partnered with keep updated with any new information related to the lead.
6. Set a reminder for follow up
After having a conversation with a lead, set a follow up day and time to call the person back. Ultimately we want to earn their business and most home buyers won't be "Ready" after your very first conversation. Add value on your follow up call whether it's continuing your discovery conversations that may have been cut short. Follow up on the importance of getting Pre-Qualified in a competitive market. Offer the opportunity for a competitive rates should they already be Pre-Qualified through another home financing company. Or further educate the lead on their home financing options or programs. If the Realtor needs to follow up with the client, assign a reminder for them as well!
7. Utilize the CINC Platform to communicate with leads via text and email
Send and respond to your text messages and emails through the CINC Platform. All communication is visible and tracked in CINC and as an added bonus you can keep close tabs on who has been engaging with your content.
8. Sustain and nurture your Realtor Partnerships!
Without a doubt having a strong Lender/Realtor partnership can lead to increased profits all around. It's always a best practice to have regular meetings with your Realtor Partner(s) to ensure you're all on the same page and openly communicating. Do they know your goals? Are you aware of their's? How can both parties constantly add value to through the home buying process and beyond? Remember, that Loan Officers and Realtors work better and most successfully together!