lead management - a short intro
When it comes to refinance leads/mortgage leads, you did notice that quality is the key, not the quantity. More leads equals more time invested to process them, and fewer high-quality leads will be more profitable than hundreds of so-so leads, as time is a very valuable resource to you and your company.
So what do you do with the leads you just acquired? Lead management !
Firstly, you need to understand the basics of lead scoring. You might know this from my previous posts, but just to be on the safe side, I’ll re-iterate here : not all leads are equal. Some leads are fresh, while some are vintage leads, some contain very accurate data, while some are duplicates, or contain false/erroneous information. Also, in the event that you only have accurate lead information, not all clients are equal - some need your services right now, while some are only considering going on this route in the next few months.
So what you need to do? You need to process the leads, and score them. Make sure you prioritize the right leads, and start profiling your customers. By doing that, you will notice some benefits , like :
- lead conversion rates will greatly increase;
- sales cycles will be a lot shorter.
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