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LEAD MANAGEMENT
Despite the time, effort, and cost of lead generation, the average mortgage broker only utilizes a small percentage of the leads it generates in any given year. Statistics reflect that approximately only 30% of all leads are worked thoroughly. These brokers lack more than good lead management skills - they also suffer from ineffective lead measurement and tracking processes, not to mention a lack of consistent lead expectations from sales, marketing, and management teams. But small follow-up percentages do not have to be the reality in companies that rely on sound lead management practices. Lead management is crucial for mortgage brokers who want to stay competitive in their selected marketplace.
Recent studies show that lead generation is by far the most popular objective for businesses with a presence on the web. This isn't surprising - as more consumers and businesses surf the web in search of products and services, they will leave behind the personal information that becomes the basis for lead management. By optimizing the ability of your website for lead management, your business can become one of the few companies able to utilize far more leads than the average 6 percent. Proper lead management ensures that your website does more than attract random hits. It can help your site attract a higher percent of qualified leads. Other benefits of lead management include:- Increased lead conversion rates
- Prevents good leads from becoming lost or "falling through the cracks"
- Improves response time to inquiries from prospects
- Builds distinct lead management processes for all levels of the sales team
- Standardizes lead qualification best practices
- Allows for higher security by only allowing access by qualified parties
But before your company invests in a lead management solution for your website, ensure that you have determined the answers to the following questions:- Who will be responsible for the company's lead management solution?
- How will leads be defined?
- How will your sales and marketing teams work together to develop leads
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