Thursday, February 22, 2007

 

Americash Improves Productivity and Efficiency



Drip Marketing feature among many attributes of Leads360’s Lead Management Solutions


“The key to successful conversion of Internet leads is to be the first company on the phone with the customer. With Leads360 we have the tools and capabilities to rotate and distribute leads more efficiently through a fully automated process, while tracking employee performance. The drip marketing feature allows for the creation of email marketing campaigns specific to the status of each lead.”

— Chad Church, Sales Manager, Americash

Americash is a Southern California-based originator of residential mortgage loans. Licensed as a direct lender in 19 states, the company’s objective is to provide low cost, competitively priced mortgage products, backed by outstanding service. But Sales Manager Chad Church recognized the need for a better distribution engine for getting leads to their loan officers. Americash had been using Lending Tree’s Apex, which limited the company’s ability to rotate a lead, and required manual supervision. Church wanted an automated system with an improved trackability and accountability program that would eliminate a situation where “playing favorites” with leads was possible.



“That’s what we achieved by utilizing Leads360’s LeadManager™ application. Over the years we’ve used different products and different software programs, but none of them had as dramatic an impact on our overall contact ratio as Leads360,” Church said. “Now we have a much better understanding of who’s calling leads and who isn’t, and we’re better able to get those leads in the hands of a loan officer that is ready to execute them.”

Church cited Leads360’s familiarity with Apex software as a critical deciding factor. “The Leads360 software was Lending Tree Apex on steroids. It provides much-improved capabilities in lead management, but it was also something that was already familiar to us, so a tremendous amount of modification wasn’t necessary to fit our specific needs. Even with our new hires it’s a very user-friendly product. I can take somebody who has never worked on lead software and within a week have them doing automated emails, exporting to an XL format, and downloading to a mail merge. It’s not difficult to master.

“One of the most positive benefits has been the reporting tools that allow us to review any transaction history. From a tracking standpoint it’s kept us a lot more on target with our leads and improved the overall efficiency of our operation. When a customer calls I can pull up the file, review the conversation log, and know exactly what’s going on,” Church added.

The use of drip marketing, a strategy that involves sending out several promotional pieces over a period of time to a subset of sales leads, has allowed Americash to improve the consistency of its marketing campaigns, and to more effectively nurture current and potential clients. “We’ve been doing it for a long time and it’s been very successful for us. With LeadManager™ we’ve been able to expand our capabilities in following up with leads via customized emails specific to their situation,” Church said.

Productivity has increased “across the board” thanks to the real-time delivery of Leads360. Lead conversions have increased 2-3%, sometimes more. The entire Americash operation now runs at a more rapid pace. If an agent doesn’t act upon a lead within ten minutes it automatically transfers to the next agent. “If a guy goes to lunch and forgets to log out, a lead is not sitting for an hour waiting for him to get back,” said Church, who describes the impact of Leads360 this way: “picture a 500 pound guy trimming down to 180 pounds. That’s what the transformation feels like with LeadManager™ from Leads 360. It’s a fantastic product.”

Customer support via telephone and online chat has been outstanding. “I appreciate knowing that calls aren’t routed to some call center and to people who don’t know what’s going on. I’m always able to reach someone who’s knowledgeable about the product and that speaks my language.”

Was LeadManager worth the investment? “No question about it,” Church affirms. “You save one deal and you’ve justified the cost of the product for a month.”

 

Leading the way on Ajax

Jeff Solomon was recently interviewed for this story about our implementation of Ajax. Continually updating our software, as new technology is available, is something which we look forward to. Change requires a big financial commitment and a lot of time, but in the end we are committed helping our customers make more money in less time.

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Wednesday, February 21, 2007

 

Moving

While we can't spill all the beans just yet, we are very happy to announce that Leads360 is moving to a new location. Upgrading the office is an exciting challenge for us and will allow us all to coexist under one big roof. We have had the distinct pleasure of learning about the intricacies of commercial real estate, wiring, plumbing, and a host of other things which we did not know much about. Watch this space for the full details.

Wednesday, February 07, 2007

 

Lead Managment Is Heating Up

Leads360 is thrilled to congratulate LeadsROI for being acquired by Root Markets Inc.

Lead Management is being increasingly recognized as an important factor in the success of mortgage companies. The increasing visibility of Lead Management is great news for us and for the health of the mortgage industry as a whole.

Will 2007 be the year that Lead Management hits big?

 

Helping Clients Help Themselves

At Leads360 we spend a lot of time working with our clients because at the end of the day our business is built on the success of their business.

One of the many challenges we face is helping our clients understand their own business. Sometimes businesses come to us asking for solutions without properly identifying the problems that they are trying to solve.

"Do I need Lead Management or CRM?" is a question which we hear everyday from prospective clients. However, that is the wrong question to ask because it is confusing two separate problems: managing customers and managing leads. To help the industry better understand the difference between customer management solutions and Lead Management solutions (such as Leads360) we are proud to announce the launch of NO-CRM.

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