5 Success Tips for a Better Business in 2016

The New Year is Finally Here.

That’s right. A year has already come and gone and a new one is upon us. This year, make changes. Change is good – right? And no time is better than NOW to begin implementing strategy and making changes for a better, more successful business year in 2016.

We have compiled a short list of actions to take now, to help you reach and achieve your business goals.

1. Reflect, learn, and let go.
Let’s face it – things happen, and not always according to plan. Perhaps last year you didn’t close as many deals as you were hoping for. Maybe you received a negative review or had some backlash from clients.

Take a deep breathe. It’s okay! These things happen to everyone and it’s important to your success this year to not let the trials of last bring you down. Instead, reflect on them, learn from them, and grow from them. Focus on what you can do better this year to prevent these things from happening again. Make a conscious effort to change from the experience in a positive way and you will see positive results!

2. Stay on trend.
In the age of technology that we live in today, it is of the utmost importance to stay on top of trends.

Last year, an the Share Economy trend brought forth new companies like Uber and airbnb. These businesses give the average ‘consumer’ the ability to utilize assets that they already own or use. An amazing trend that is only going to grow in the years to come.

What trends are occurring or upcoming in your industry that can help you to succeed? How can you get people who are already using products like yours involved in helping you?

Identifying a shift in buying habits of your targeted audience can lead to a complete re-vamping of your business, and although the process can be tedious, stressful, and time consuming, you will reap the rewards of staying on trend later.

3. Implement Customer Relationship Software (CRM).
Now is the perfect time of the year to implement a customer relationship software (CRM).

Modern CRM systems are able to do much more than just keep record of your customers’ contact information. They give you valuable insights to your sales flow and some have gone even further with powerful, easy-to-use reporting and analysis tools that allow you to look at the entire sales process to better understand your customer’s needs. You can now deliver truly accurate, fact-based sales forecasts, get objective management insight and more. The powerful results CRM can give are well worth their relatively inexpensive price.

Another plus? CRM systems enhances the process by delivering resources, such as brochures and presentations, to help each member of your team consistently move towards closing a deal.

Not sure a CRM software is right for your business? Contact us for a FREE 30 Day Trial!

4. Hire an Assistant or Consultant.

As much as we love to ‘toot our own horn’, we just cannot do everything! Step back and take a look at the issues you currently have in your business. What is it that is taking up your time and energy? What’s causing you the most headaches? By determining even one of these, you are already on your way to a brighter, more successful business year.

Hiring a business consultant or assistant that can help you rediscover your business/brand vision, help create objectives and keep you on top of the goals needed to attain it.

Learn the benefits of working ON your business, rather than IN it, here.

5. Check Your Overhead.
The beginning of a new year is the perfect time to look at what your business is costing you.

Is there a less expensive way to operate? Can you have more people working remotely? Do you need a physical office? Can you afford to hire more staff?

Studying your business’ financials is incredibly important. No matter how small or large your business is, you will save a lot of hard earned money if you know where every dollar is going and where you can cut expenses to keep more of them in your bank.

Most importantly: Stay focused, motivated and EXCITED about making this year – your best year yet!

5 Holiday Business Tips

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The Holidays Are Upon Us…

Product-based, service-oriented, and eCommerce businesses alike need to start preparing for the crazy holiday rush ahead. By beginning to implement new plans NOW you can get your business into a great a position for finishing off the year.

As a business owner, you should put yourself in a position where you are prepared for the holiday season. In order to do that efficiently, you must review and analyze any hiccups that occurred last year, including what you weren’t prepared for. Here are a few tips for you to get started on planning for the upcoming holiday season.

1. Meet with your staff.
It’s important to always be on the same page as your coworkers/staff. Find the time to schedule a meeting and ask them what they noticed last year during the holiday season that could be improved upon this year. What were the hiccups? What was it that worked successfully? What failed? Getting their feedback is crucial in making sure that things run more smoothly this year than last.

2. Stay Organized.
Do what you can ahead of time to make sure everything is in order. If you have a brick-and-mortar location, getting organized includes making sure that your location is clean and holiday ready. Depending on your business brand and style, this could mean ordering decorations or pulling them out of storage so your business front looks festive and welcoming.

Order any additional supplies that you may need and determine your business hours as well as your employees schedules. Giving everyone time in advance to know when they are expected to be at work will help ensure your are properly staffed. Having hours posted for your employees gives them more time to make sure their work schedule meshes well with their personal schedule and gives you time to adjust accordingly if something doesn’t work out.

Depending on your type of business, it may be a good idea to hire additional staff for the season if your budget allows for the extra helping hands.

3. Implement Customer Relationship Software (CRM).
Now is the perfect time of the year to implement a customer relationship software (CRM). Not only is this is going to help you easily get a forward view of next year, but increase your business’ ability to juggle the ever-increasing number of tasks, opportunities, communications, and information that would otherwise being jeopardy without the right tools.  CRM is key to helping you manage your business’ complex world without dropping the ball.

Not sure a CRM software is right for your business? Contact us for a FREE 30 Day Trial!

4. Promotional Deals and Sales.
Most of us know that with the holidays, comes sales and promotions. Now is the perfect time to entice your existing customer base with discounted products and services and encourage new, potential customers to try your product at a discounted price. Use this time of the year to your advantage by sending targeted marketing to a preferred customer list.

5. Prepare Your Website.
Now is good of time as any to perform any upgrades that have been overlooked on your website.

Everyday, customers are becoming online customers, so it so important that your website is running smoothly and efficiently. Your website needs to be able to handle all of the sales and traffic, so take the time now to work out any bugs or kinks on your website for a smooth process. Don’t forget to double check and troubleshoot all payment processing!

Update your website with all of the holiday information including special hours and additional policies including shipping, returns and pricing.

Most importantly: Have some holiday spirit! Remember to have a good time and encourage your staff to do the same!

How To: Prep You – and Your Business for the Holidays!

“When implementing small changes to your

How To: Prep You – and Your Business for the Holidays!

The holidays are on their way and it’s the perfect time to get you and your business in line and prepped for the season. This time of the year can be hectic, exciting, and a whole lot of crazy. Some businesses experience a drastic rise in labor (retail/e-commerce) while others experience a lull (real estate/mortgage).

Whether you are bracing yourself for the crazy holiday rush, or looking forward to the slow season and participating in the mad holiday shopping – getting your head in the game early will keep you sane during the this crazy time of the year.

Plan NOW for the season ahead.

What did you learn from your business this time last year that you can use as a takeaway to make this one run smoother? Analyze the information to make sure you’re not forgetting anything this holiday season. A few places to start on research from last year are:

  • Changes in Trends – What are some of the biggest changes in what’s trending that have impacted your business or field since last year?
  • Campaigns – What were the marketing campaigns that had the greatest impact on revenue/engagement?
  • Website traffic – What pages on your website got the most traction  this time last year? Any particular blog post topics that got more views, comments, etc?
  • Platforms/Channels – What were your biggest marketing platforms or channels last season – Google, subscription lists, Twitter, Facebook, Pinterest, Instagram?

Decide where to set your focus.

Unfortunately, you just cannot do everything or be everywhere. If your business is prepping for some of the holiday madness, set your focus on specific channels and make them your highest priority. Put the rest aside for when you have ‘down-time’ or delegate them to an assistant. Take time to do your research in your field to see what worked – and what didn’t – for other people in your profession.

Make sure your team is aware of the your brand/business’ priorities.

Do more with less time – save the headache.

Prep and pre-schedule all the work that you can. Then, you’ll have more time to during the holidays to do the things you love – like spending time with friends and family or finally taking that well deserved vacation time.

Now is the perfect time of the year to implement a customer relationship software (CRM).

Not only is this is going to help you easily get a forward view of next year, but increase your business’ ability to juggle the ever-increasing number of tasks, opportunities, communications, and information that would otherwise being jeopardy without the right tools.  CRM is key to helping you manage your business’ complex world without dropping the ball.

Don’t forget to relax.

It can be easy to lose yourself and your overall sanity during this time of the year. Don’t forget to set aside some “me time” and really allow yourself to relax and breathe. A car wont’ run without gas – and neither can you! Set aside time in your schedule to do things that rejuvenate you, so you can continue to be successful and watch your business flourish!

Are you working harder IN your business – or ON it?

 MTSBLOG

Are you working harder ON your business or IN it?

Mortgage professionals are entrepreneurial by nature.  As entrepreneurs and small business owners, we share a lot of the same questions. Where should I focus marketing? Where do I go next? Where will my next client come from? How much money can/will I make? What happens if I fail? Perhaps the most common of issues is pure frustration – quickly followed by exhaustion, and ultimately, the feeling of defeat.

We are not only the ‘intern’ who manages all the day to day tasks – but the boss, the marketing ‘team’, the accounting ‘department’… and the janitor.  We are bombarded by countless decisions, tasks, and new roles. Suddenly, this dream of working from home or for ourselves is turning into a total nightmare and we feel ready to call it quits.

So what is the problem here? The answer is simple, and surprisingly so is the cure.

You are working in your business, not on your business.

The butterflies and rainbows of your initial start-up has passed and the skies have quickly become clouded. It’s going to rain – no, it’s going to flood – and you feel like this ship you have built is going to sink. Bucket after bucket you throw the water overboard – but the rain is falling quicker now and you can’t keep up! This is it – the ultimate storm.

So, what is causing all this stress and exhaustion?

Being an entrepreneur is tough – anyone can tell you that. You will be tired – but the quicker you catch that flood warning, the less likely you are to completely burn out. Are any of these red flags creeping their way into your mind and business?

  • Poor time management – never being able to get enough done.
  • Tiredness/Exhaustion – lack of sleep due to stress or extended work hours
  • Losing site of direction – uncertainty and lack of confidence in decision making

In order to solve the problem,  you simply need to break the vicious cycle. The quicker you allow yourself to shift your mindset and make room for change – the sooner you can get back to truly enjoying what you do, so your business can blossom.

Instead of working on your business, you need to start working in your business.

The first step to recovery is admission. As much as we love to ‘toot our own horn’, we just cannot do everything! You are becoming the underpaid employee – headaches and anger included. Step back and take a look at the issues. What is it that is taking up your time and energy? What’s causing you the most headaches? By determining even one of these, you are already on your way to recovering.

Now, take a deep breathe in – and let out that sigh of relief.

An easy fix is hiring a business consultant or strategist that can help you rediscover your vision, help create objectives and goals to attain it. You’ll regain some confidence, stop bailing water, and get back in the captain’s chair where you belong. 

“When implementing small changes to your business model, you will see results.” – Tina Mitchell | CEO Mortgage Triangle Software & The Money Hour

Often, the hardest part of this process is getting out of your own way. More than likely, you are the reason you are stuck. Now, ponder the idea of implementing systems and processes to streamline your business (like those MTS offers) and getting to reap the benefits of stepping aside:

  • Outsourcing can turn a week long task into a days work.
  • More help = less stress – take some of the load off your shoulders.
  • More time = more sleep – a less clouded mind will lead to a clearer vision.
  • Marketing help will give you the potential for new, engaged customers or clients
  • New clients/customers = more sales.

The list could go on forever. The benefits are endless and at the end of the day, your business will flourish because you will finally have the time to nurture it into its full potential.

Tackle the Feeling of Exhaustion – NOW!

The best time to start tackling all these issues is when they begin. Unfortunately, some of you are here now because it already has begun. So the best time for you to start is now. The business or brand that you have created didn’t happen over night. It took your hard work, sweat and maybe even tears to get your here. Don’t let the day-to-day grind become greater than the vision that got you to this point. Take control now and steer your ship back towards the sun, to the smoother side of the sea – your crew will worry about the rest.

Let them release you from having to purely work in your business or brand, to give you the time to also start working on it,

Being Client’s Number One Choice: Redefining Your Approach

Redefining Your Approach

Being Client’s Number One Choice: Redefining Your Approach

If it was possible, every salesperson out there would want all the clients to be on his/her side. Meeting the prospect and bringing him to the table is not the issue, the real issue is getting him sign the deal. Everyone can bet this, salespeople are the best negotiators in the business world. But this is what turns off clients. It has been found that Redefining Your Approach94% of the salespersons would begin negotiating even before the client confirms that they are their number one choice.

Never begin negotiations until you confirm that the prospect trusts and takes you as his/her number one choice. To bring customers to the retention phase isn’t that easy and as a salesperson, you must prove to the customer that you got the game.

“The road to success and the road to failure are almost exactly the same.” ~Colin R. Davis

Know the Client’s Risk

Buyers usually buy risk rather than the product. So don’t go around negotiating by lowering prices. The reason being you can’t discount your way to number one since there are competitors willing to undercut you for what will lead to unhealthy business and low margins. If you are not the number one choice, your prospect is just using you to bring down the price of their real top choice! Salespeople need to be creative to conquer the realm of the competitive market by following the behavior of clients after their first meeting. The CRM software and other customer relationship software are some of the tools that can help one track your client to know if you are their number one choice.

Unravelling the Needs of a Client Beforehand

In the mortgage industry, people don’t buy price, they buy risks. Clients are evaluating solutions and focused on risks like, what of if this vendor fails us? Ti give accurate answers and assure your doubting prospects, you can take advantage of the CRM software for social media where you’ll get to manage, answer and assist prospects with ease. This software allows you to go to a more personal level enabling you to answer and treat each prospect individually.

Most Buyers Don’t Worry About Price

If clients believe that you can 100% cushion them from unforeseen risks they’ll forego the competitors offering the same services at lower prices. Before negotiating the deal, ask yourself if you have satisfied the buyers by giving him/her protection to her business and personal risks. For those in the mortgage industry, using the Mortgage Triangle Software commonly known as the TRIANGLE FOR SUCCESS can place you at a par ahead of your competitors. With such tools and techniques which helps in making the rules, regulations and the all process easier you’ll realize outbound prospecting success. Ask a mortgage professional and he/she will surely tell you how it’s important to minimize the buyer’s risks instead of cutting the price. Make the process in your field easier, follow up what clients are saying about you and don’t negotiate before proving to your clients that you got everything at hand to be their number one’s choice.

Successful Tactics of Increasing Productivity

TRIANGLE FOR SUCCESS

Successful Tactics of Increasing Productivity

In every industry, performance appraisals are solely based on one’s productivity. The Salesforce is one of the group of people who must work extra hard to boost their productivity because of the competitiveness of the industry. In the real estate industry, one needs to be audacious and optimistic. Being contemporary isn’t an option, a salesperson  TRIANGLE FOR SUCCESSneeds to be constantly updated with technology especially relating to management of clients.

Learning to customer relationship software such as the CRM software will place a salesperson at the top of the top amidst tough competition. In real estate market, whether you’re a lender, an agent, a broker or even a landlord, productivity. Below are three core facts that will boost your productivity.

“Live daringly, boldly, fearlessly. Taste the relish to be found in competition – in having put forth the best within you.” – Henry J. Kaiser

Exercise/Get a Hammock

Exercise comes in two folds: body exercise and work exercise. How much energy do you have to steer forward your business? Being fit not only keeps your body healthy but also your brain. A healthy brain is an avenue for developing new ideas. Exercise improves your sleep and improves your focus and concentration something that’s important in this competitive market. Work exercise is all about commitment. It’s all about waking up every day with one aim-to improve the value of services your clients gets.

Take for example the TRIANGLE FOR SUCCESS (Mortgage Triangle Software), a tool which allows customers to calculate with ease mortgages they are eligible to. With this software, a client just need to fill in required information such as credit scores, debt-to-income ratio etc.

Create a Self-Driven System

It’s cumbersome doing the same each day. In the real estate market, there is a lot to be done. The entire process is irksome and thus, creating a system that helps in keeping track all the tasks and objectives is key. Every second is important in business and a system that does one thing once for all is the one which will survive the current hot competition. If you are an agent or a customer relationship manager trying to handle prospects in the social media, you might consider social media for CRM software to take care of the needs of each and every client. Ask a mortgage professional and he will tell you how it’s important to accomplish tasks over a specific time.

Delegation of Duties

For a broker operating in a suburban area, wanting to realize outbound prospecting success, he/she should delegate tasks to others. To be able to handle all alone the clients coming in and moving out of your area involves handling of hefty documentation. Delegating duties to like-minded people will help reduce the fatigue and confusion which may set in as a result of boggling your mind with tons of work. When setting bold goals with the aim of bringing clients to the retention phase, you need to have people who can help you do this.

Redefining Customer Experience To Realize Customer Success

CRM software

Redefining Customer Experience To Realize Customer Success

In the real estate market customer success is changing into a more proactive way if managing customers and prospects. It’s far from the traditional way of over-servicing clients to earn their loyalty. Customer success comes with good customer experience but not all customer successes come with exemplary experience. To realize outbound prospecting success, customer success should ideally measure and improve customer experience.CRM software

Customer relationship managers should be empowered with data, resources and pulse of the clients. Customer success can spot root causes in data-driven way that will ignite the entire company thus creating a better overall customer experience.

“A business has to be involving, it has to be fun, and it has to exercise your creative instincts.” – Richard Branson

Mapping The Customer’s Journey

When you follow the behavior of the customers from the time you bring them into your business up to the time they get your services, you’ll find that there are various important gaps that the salespersons leave. Customer relationship software such as the CRM software will help you in mapping out various gaps that would otherwise make the customer feel unsatisfied. This will allow you to isolate the snags that are impeding your prospects from getting to value. Highlight those areas that will give negative customer experience to gain loyalty from the customers.

Knowing When You’ve Good Customer Experience

Vital software such as the Mortgage Triangle Software (The Triangle for Success), which make the mortgage process easier can create that positive customer experience a company wants. Ensure that any improvement made in the company meant to boost customer experience should be built on accurate data to avoid finger pointing. Engagement rates and survey results are examples of data that will help in decision making which will lead to customer success. Customer success and market should work hand in hand to bring out the real definition of customer experience.

Aligning Organization’s Goals

Organization are now experiencing a learning curve as the relationship managers try to use social media to find new prospects. Social media for CRM software can help an organization to manage and see the response of customers in the social media over their services. Integrating customer relationship roles in service elements is not easy as it would shake the all system. A thoughtful approach should be taken when realigning the objectives of the organization to fit together with the different ways employed to realize customer success.

Ensuring that all goals in the organization are aligned towards giving the best customer experience across every touch point is crucial. Bringing customers to the retention phase is the dream of every company and the surest way of doing this is by ensuring that customers get the value of their money. The ROI on doing this will be significant and from there, customer success will drive the change.

Measuring The Value Of Each Sales Rep

Realize More Bookings

Measuring The Value Of Each Sales Rep

Sales leaders are finding difficulty in tracking the performance of sales reps and most of the time, sales managers don’t get the results they want because they spend most of their time training reps instead of coaching. Coaching and training should be treated in the same way especially when dealing with sales force. Although coaching may require Realize More Bookingsmore time than training, the results will be reflected by the high performance.

With technology, user-friendly apps and interactive web platforms may be used to gauge the performance of each sales rep. one such great software is the mortgage triangle software normally termed as THE TRIANGLE FOR SUCCESS. Here, we will discuss three key performance metrics sales leaders will use to measure the performance of each rep.

“You can fool all the people all the time if the advertising is right and the budget is big enough.” – Joseph E. Levine

Refining Requests to Realize More Bookings

What pitch do you use in your calls and emails? The quality of your requests will determine is as a sales rep you’ll win the heart of a prospect for a booking. Otherwise, you might end up making a lot of requests without closing a single deal. The CRM software helps the sales leader track how reps relate with clients via various platforms.

Again, one might make a booking but at last he/she is not able to close a deal. As a sales leader coaching will be the ultimate solution as it goes beyond mere imparting of negotiation and demo skills. Coaching will help sales rep know more about the product and will give confidence reps that you’re teaching them a skill that you’re willing to do it yourself. It involves using social media for CRM software to gather for the needs of each and every prospect.

Deal Size

It’s normal to have tons of accounts and not have equal number of deal sizes. Have you ever thought on how a rep can convert 80% of the accounts into fruitful deals? A sales leader should be able to know the ways employed by a rep in expanding the size of the deal. Yes, one may using the right method but in the wrong way. Just twisting a bit how reps work can bring in unbelievable results by bringing prospects into the retention phase. In this case, dealing with an individual rep is key. The larger the deal size the more the profits and the more the commission, that’s the way to encourage your reps to work hard.

The Winning Rate

Is a rep using a lot of money in creating leads but the returns are not impressive? A cohesive team allows all the reps to speak about one thing about the company in different ways. Clients out there will get the same information about a product and this will build trust on the customers. Trust is what is required to win the heart of every client. A sales leader or even a mortgage professional, you should work very closely with those reps who have a higher winning rate just as they do to the underperforming ones. One can use the system that’s being used by a high-performing rep to help others raise their performance and this is the surest way of getting outbound prospecting success.

Igniting Customer Relationships By Evolving CRM Software

Evolving CRM Software

Igniting Customer Relationships By Evolving CRM Software

With the digitation of every process in today’s business activities, customer engagement has completely taken another path. It’s no longer just about providing quality services and unique products but it’s more of delivering every service in a personalized and trustworthy manner. This can apply especially in a mortgage business where the relationship between clients and mortgage professionals take shape across mobile, social, contact centers and the Evolving CRM Softwareweb. Mergers, product offerings, acquisitions and even expansions are exposing outdated legacy systems and soiled processes.

“Leadership is the art of getting someone else to do something you want done because he wants to do it.”  – Dwight Eisenhower

 

CRM Evolution Is Inevitable The coming of the CRM software for managing customer relationships was a blessing to most HR managers in the industry but the systems in business world is changing rapidly, meaning that the use of CRM has to evolve to cope up with the fast-growing business world. This customer relationship software can no longer keep pace with the needs of an enterprise and as a result, CRM processes must evolve to gratify the generation Y. Most of these applications are conforming and trying to customize them to suit a particular business may be a costly and a risky venture.

The CRM software systems existing today originated from contact management systems and they are confined to a particular design. Yes, they can consolidate customer data, but they fail to convert the data into the understanding and context of the customers. Meaning that bringing customers to the retention phase with the outdated systems isn’t easy. The real hurdle is that most of these software lacks the ability to apply that context in a way that simplifies processes. Choosing the Right Path Most customer relationship personnel are so much used to this software that going back to the traditional way of relating to clients is nearly impossible.

So, what next?

Take for example a great improvisation of a personalized CRM Software, the Mortgage Triangle Software normally called the TRIANGLE OF SUCCESS in the real estate industry. It is a personalized software that allows lenders to express various mortgages available to borrowers in a simplified way. The software enables a borrower to calculate a suitable mortgage by including all factors such as the APR, annual income, all expenses, credit score etc. It’s therefore, imperative for any business to align its CRM delivery to meet the current business and customer demands.

Developing a CRM Strategy A firm should develop specific strategy that indicates how the business is going to interact with prospects across this dynamic business world. CRM applications such as the social media for CRM software need to capture the company’s CRM goals directly in the system execution. A model-run system should enable a company to analyze needs, deliver work to the target market and guiding prospects through each process. Evolution of the CRM models will automatically bring an outbound prospecting success to a business. The system should be flexible such that it ensures that every customer’s experience is frictionless and complete. CRM needs to offer an end-to-end uninterrupted support system from the initial marketing touch through to the growth of client relationship.

Accelerating Sales Pipeline Velocity In The Mortgage Industry

CRM software

Accelerating Sales Pipeline Velocity In The Mortgage Industry

Any stakeholder in the mortgage industry ranging from lenders to real estate agents knows the effect of a stagnant marketing funnel. Even though the industry is full of new and revitalizing opportunities, some mortgage professionals still experience slow movement of these opportunities through their sales pipeline on their to being CRM softwarewon deals. Just like the actual velocity, the ‘pipeline velocity’ can be found by using a math equation and the results will help one know if he/she is growing or stagnating in the industry.

In the mortgage industry, the math equation can be expressed as; (Qualified Opportunities x Deal Size x Win Rate)/ Length of Sales Cycle. With this equation, one can know the rate at which opportunities are moving through his/her marketing funnel.

“Success in business requires training and discipline and hard work. But if you’re not frightened by these things, the opportunities are just as great today as they ever were. – David Rockefeller

Utilizing the Available Opportunities

As a salesperson, one must have tested the impact of social media and the effect of managing every potential client differently. With the use of client relationship software such as the CRM software, one can realize the opportunities that are available in a particular market. It’s the easiest way to follow up to the needs of each prospect. This is a key metric that will help you calculate your pipeline velocity. The number of opportunities that you generate depends on the efforts of the marketing team and the lead generation tactics a firm is employing.

Closed Deal/Win Rate

Now that the marketing pipeline is full of opportunities, it’s time to calculate either quarterly or monthly the win rate. This is the rate at which an opportunity ‘stays’ in the marketing funnel. The faster the rate at which opportunities are coming in and out of the pipeline gives you to win rate. Mortgage Triangle Software, dubbed as the TRIANGLE FOR SUCCESS, can be one of the software a mortgage professional could use to convince prospects quickly. With this hi-tech software, prospects can know the type of mortgages that suit them without having to hassle much. This software uses, the credit score, income and other costs are factored in when calculating eligibility for a mortgage loan. This is just one of the things one should employ to ensure that opportunities in the pipeline don’t drop out.

Deal Size & Sales Cycle Length

The social media for CRM software will help one increase the volume of the pipeline meaning that the deal size is likely to increase. Normally, smaller deals will be closed quickly while larger deals may take a lot of time. By analyzing past data, a company can clearly see the number of deals that were able to bring customer to retention phase. Those are the deals one should concentrate on so that the sales cycle length is reduced to increase the pipeline velocity.

Opportunities with high velocity are likely to close faster than those with low velocity. This is one of the way to get outbound prospecting success in this competitive industry. Once you evaluate the factors that are pulling back deals in your line of business, you can raise up measures to counter the fault to keep pipeline velocity as high as possible.