You may have an amazing lead development and marketing program in place. But if you don’t have a sales force ready to cultivate relationships and convert those leads, it really doesn’t matter.
“Lenders will spend a lot of money on marketing and providing leads to loan offers,” Dale Vermillion, CEO, Vermillion Consulting Inc. and author of Navigating the Mortgage Maze. “Loan officers cherry pick because they know more than marketing [about their business]. They rush, don’t take time to work with customers and build relationships—and that creates an order making mentality. They need to build longterm opportunities for return and referral business.”
Vermillion will present the session “Unlocking the Secrets to Unmatched Lead Conversion—Building a Powerful Sales and Service Platform” at LeadsCon Las Vegas, March 3-4 at the Mirage Hotel & Casino.
In his session, Vermillion will cover some innovative and powerful things from a sales standpoint you can do to maximize the conversion of your leads, including understanding your sales approach and methodology and maximizing the impact of your sales team.
To succeed, companies need to sell based on value instead of price, build relationships and differentiate their marketing. “Many companies don’t do a good job of identifying the customer demographic—you need to match leads up to your product line,” he notes.
Sales teams can’t hit cruise control. “Every single month, the numbers can be higher,” he says. “If you’re flat-lining, you’re dead. You need to move beyond that.”
Takeaways from Vermillion’s LeadsCon session will include the importance of sales and service to lead conversion, effective lead management techniques for sales-based environments, the value of a customer-centric philosophy, ideas for developing a powerful sales platform and system to maximize lead profitabililty, and innovative sales approaches to separate your business from the competition.
For more information about LeadsCon Las Vegas, March 3-4, click here.
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