INTERCAP’S END-TO-END CRM

BEST PRACTICE #1 – Take applications personally when possible

A top producer at Intercap and in the industry takes over 80% of his applications over the phone. It gives him the ability to get to know the borrower from the beginning, take a more complete app, and move the borrower on to support staff with less applicants dropping off.

In our industry, 40% of applications started don’t close with the original lender. Want to close more deals? Follow this best practice from a top producer and take the initial application personally. Let the online competition require borrowers to fill out a web form by themselves to get started.

BEST PRACTICE #2 – Manage your new contacts in TE

Make it a daily routine to review your new contacts on your TE dashboard, or assign this to your LOA. Share contacts in TE with your agent partner so he or she can see the progress of the borrower from that time forward on their TE dashboard. Make sure there are no contact duplicates based on multiple application submissions.

BEST PRACTICE #3 – Sync applications started in SN with Encompass

Make sure the borrower applications are linked between Encompass and SN so the borrower can upload documents and see updates in their SN App.

BEST PRACTICE #4 – Give your agents Total Expert and the Homebuyer App

Setup your agent partners with a free license of Total Expert and the Homebuyer App (Simple Nexus and Mobility RE). Show them these key features:

• Instantly track the progress of all leads and clients
• Co-marketing email and texts for new leads and client loan status updates
• Give buyer clients the benefits of GPS Home Shopping, One-button Showing Requests, Mortgage Calculator, Mobile Application, and Secure Document Scanner
• New Listing Marketing Kit (Single Property Website and Open House Flyers)

BEST PRACTICE #5 – Use the TE Journeys to help leads complete their application and get pre-qualified

We have three “Waiting to Purchase” Journeys in TE based on the reason for the wait. These will help you and the agent from losing track of your leads as your borrowers get helpful, next step advice.

1. New Lead Journeys – Can’t get a hold of a lead? Leads automatically coming in from Zillow or another lead source? Deploy the TE New Lead Journeys like “General Purchase Lead Campaign,” “First Time Homebuyer Interest Campaign,” “Get Pre Approved Campaign“
2. Application Abandoned –  A journey for those who have not completed their SN application after three days. It encourages them to complete their application or reach out to you for help. This is an automated journey, which means you only have to publish it and contacts will be added automatically after 3 days of inactivity on an incomplete application.
3. Credit Issues – For those who did not qualify or are not ready to buy due to credit. This provides helpful credit improvement information that keeps them working towards approval. You will have to add contacts to this journey manually. Sales Boomerang will also alert you when these applicants hit a 620+ credit score.

BEST PRACTICE #6 – Captivate Monday Power Hour – Waiting to Purchase

As of 2022, TE Focused View gives you a quick view of all applicants who are not yet under contract. Following your Captivate Training, your Monday Power Hour is the perfect time to call borrowers who fall into this group. Use this time to provide support, advice, or encouragement as they get ready to go under contract and you will close more deals.

BEST PRACTICE #7 – Send a seed-embedded post card with a hand-written message congratulating your client for going under contract. These little details stand out.

BEST PRACTICE #10 – Install the Swell App on your phone so you get review texts immediately. Thank those who give you reviews and follow up with those who do not. Many of the Swell texts are not just review responses. Some are referrals and some ask questions.

BEST PRACTICE for Homebot

• Teach your agents how to use Homebot with their entire SOI database.
• Follow the Capivate Training Thursday Power Hour and review your refi opportunities in Homebot based on engagement and high equity.

BEST PRACTICE for Sales Boomerang (SB)

• Respond to the SB alerts by using MBS Highway reports for debt consolidation, loan comparison, etc.
• Help clients remove MI, leverage equity, consolidate debt, lower payments, and so much more before they even realize the possibility. Be their financial advisor, not just their loan originator.
• Follow the Capivate Training Thursday Power Hour and review your refi opportunities in Sales Boomerang based on credit, equity, and MI removal scenarios.

BEST PRACTICE for SOCI

• Let your Intercap Marketing Team distribute our proprietary advertising to all your social media channels automatically. These will point back to your personally-branded landing pages for lead generation. All the comments, hashtags, and links will be uniquely yours.
• Advertise to your people! Upload your database to a Facebook Custom Audience and make sure your people see your ads. Spend $150 to $300 a month on your social media advertising and track your lead conversions.
• Own the first two pages of Online searches for your name by keeping your online content fresh and prolific.

BEST PRACTICE for TE

• Use your Wednesday Captivate Power Hour to call your referral partners and give them a pipeline review of all the leads and clients they’ve sent. Want your partners to send more leads? Help them manage their pipeline!
• Use your Friday Captivate Power Hour for a partner appreciation day.
  • Touch base with agents who haven’t sent you business in a while.
  • Invite agents to learn about our shared CRM system.
  • Take a top referral agent to lunch.
  • Setup a Captivate Training class.
  • Write some hand written thank you cards.
  • Plan a partner appreciation event with your team or branch.