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 Funnel
First, and most importantly, get your leads into the funnel. This means your favorite mortgage CRM. There is no way to move a prospect to a sales without some way to track and measure your progress to that goal.
This should be a very efficient process. Either have leads posted directly into your lead management system or work out a simple way to load in spreadsheets. It is very important to quickly get all of your leads in one place, including your old ones.
Track and Status Leads
Once leads are in the pipeline, use simple statuses and flags. This will help you track good and bad trends. It will also help you to forecast sales results, seeing if you are on ore off your goals.
Do not get to crazy with these statuses. A simple methodology is all that is required, like: attempted, contacted, applied, closed. You can get more complex as your sales process matures.
One of the beauties of status tracking is that you can see movement. A sales funnel should be in constant motion. This motion is critical to measure.
Metrics help you to quickly see what is working and what isn’t. It will also give you insight into where prospects get stuck in your sales process…Is there a confusing step in your sales process? Is there a fee, feature, product, or rate that is causing fall-out?
Improve Sales Process
All of these elements of the sales funnel comes together to improve your sales process. Improving the sales process will pump up your revenue.
A sales funnel is like having a personal sales coach at your side constantly.