Guild Mortgage

Melissa Condensa - Producing Branch manager
2801 Network Blvd, Suite 810
Frisco, TX 75034
O: 972-629-7683 | M: 214-535-6738 | F: 972-769-5766

NMLS #1149324| Company NMLS #3274

The CINC manager is Amanda Flores

Lead split is 67% for the agent. Do not negotiate lower brokerage fees with clients without following brokerage approval channels. [CINC Director]

FOLLOW UP often.

REVIEW daily.

CLOSE with agility.

* Agents participating in company leads must have CINC training.

* Must know what's next when working with a buyer and or seller.

* Must have demonstrated the ability to write and close transactions efficiently. Once that have been accomplished, they are then considered by the Lead Director to receive leads after attending our local training in Arlington.

Download the mobile app from your app store and use the same login credentials.

Focuses on expectations, follow up, helpful tips as well as roles and responsibilities. You will receive information on how to use filters, adding proper notes and labeling.

• Handle every lead as it if were your own personal investment. Every lead comes at a cost and is provided to you to help support and increase your business. These leads should be made priority and handled with care.

• Each participating agent will be assigned leads based on qualifications and must meet criteria for managing and maintaining lead contact. The CINC Administrator will be responsible for utilizing all methods of communications to encourage agents to move swiftly through the process and assist in transitioning leads.

• A CINC lead is a contact who is acquired via several sources and assigned automatically or by the CINC Administrators.

• If a lead is manually assigned to you, Switchboard Sarah will NOT engage. Make sure your CINC notifications are enabled to receive texts and emails.

• It is recommended that CINC is used for everything including your personal contacts who you may have in your MLS searches. Having one source for communicating will create consistency and lessen the leads confusion based on how they are receiving searches, emails and text messages. Using the MLS in conjunction with CINC may confuse the lead and may cause them to unsubscribe from one or both.

• When a lead is ready to see houses, make sure you pre-approve them for a mortgage with TMGR preferred lender.

• Note: pre-qualify vs. pre-approve, you as the agent, can ask deliberate questions to determine if they're ready for a lender or a lease.

• Get a lead to the lender prior to showing or scheduling a showing.

• Questions to ask: Credit scores, annual salary, how long on the job, student loans.

Lead Follow Up
A. Responding to Calls – All leads should be responded to within 5 minutes. If you do not get a response a second call in the evening should be attempted.

You may be wondering how to organize your follow ups and make sure you are touching everyone frequently and making sure no one falls through the cracks. Here is a full proof way of staying in touch and making sure that you stay in front of your leads.

P stands for priority, this is where you’ll want to start your day, F stands for follow up, these are leads with whom you’ve had contact..

Priority

P1: Call Now!

The P1’s are the new leads in your system. Studies show that you are 21 times more likely to contact a lead if you respond within 5 minutes of their initial inquiry. The longer you wait, the less likely it is that you will make contact with the lead and/or get them qualified.

P2: Call Again

These are leads that have been contacted but no appointment has been scheduled yet. These will be the leads you call once your P1’s have been called. You will be able to sort by registration date, new lead or attempted contact.

P3: Call Active

Your P3’s will be leads that have registered more than 15 days ago OR have logged back in within 30 days. You can sort these leads by registration date, last log in, new lead or attempted contact. Typically the leads that have logged in the most recently are the once that you’ll want to contact first.

P4: Change Search

These are sometimes overlooked but could make a HUGE difference. Those that are in your P4 filter need to be “cleaned up”…organize your leads, add labels and update stage. Go into their search criteria and make sure they are getting exactly what they want based on behavior and/or conversation. Narrow down their search. See what they’ve been looking at to help you determine what you need to adjust.

Follow Up

F1: These are leads that you’ve had a conversation with and/or manually scheduled a reminder to call on a certain day. This is the group you need to call first and this is when your detailed notes will come in handy.

F2: Email today. This group you have scheduled to email on a certain day.

F3: This group will be all leads that do not fall into the F1 or F2 category but need to be touched.

Labels will help to identify and categorize your leads. As you move through the process you should tag the lead with the appropriate label. If there is not an applicable label for your lead, you can create one. This label will be specific to you and your lead.

• Notes are going to be the most crucial pieces of the process. Notes will help you remember what the previous conversation was so that you know where to pick up. Notes will also tell the story of the progression of the lead. Remember that you are not the only person that is touching the leads (lender and broker). Detailed notes will eliminate pesky phone calls or text messages from your administrator.

  Tell me a time when a note is appropriate?

• After every attempted call (whether they answer or not)

• After every conversation – be specific with what the conversation entailed. What is the lead looking for, are they pre-approved, where do they want to live….WHY????

ALL MESSAGES MUST BE SENT THROUGH CINC; TEXTS AND EMAILS!

Messages help you to stay in touch with your lead and keep them informed of what is going on in the market. Here is a simple way to get their attention and show them that you understand their needs.

Look at the most favored home. Locate a lead that has faves, select the one that they have viewed several times and send them a message calling it to their attention.

MARK THE PHONE NUMBER WITH A RED X, IT WILL PROMPT THE LEAD TO UPDATE THEIR PHONE NUMBER ON LOGIN. THE RED CIRCLE WITH A LINE MEANS THE LEAD UNSUBCRIBED.

If you have a Lead with a bad # use email week #3 to inform them about the property and get them out to see it.

Note: Modify message if needed. You may need to remove the agent tags if you signature is already included.

• Set a minimum 2 hours per day to make calls and review your database. National research suggest between 8 and 10am to make calls.

• Set alerts; know who's coming back and respond to them. [Subscriptions : My Alerts : Send Me Sign In Alerts for…]

• Send a written letter when or if applicable.