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Buy a system that has the right stuff
There are many factors that the mortgage professional should take into account when acquiring a client management system.
You must be able to ensure that you can determine your individual sales processes and workflows that match your workstyle. This is critical not only for helping to increase sales but ensuring a smooth sales process which in turn cut time spent on fact-finds and applications and also presents a professional image to the customer.
Before choosing a client management system, ensure that the product will allow you to control the individual sales process for each type of product or client.
For example, it should prompt you or your advisers to obtain certain information or hand over certain documentation at given points within the process and document that this has been done. Imagine also that this process can be changed for each of your advisers i.e. for a trainee your sales process may be more cautious.
Make sure too that the system allows you to build a business with sound compliance processes, a system that by company, individual or product type can select files for compliance checking and be able to report on that too.
There are packages on the market offering these features and not just for individuals or small businesses. That level of functionality is already available at a network or large corporate level. A hierarchical system like this can save a huge amount of administration, increase sales and reduce compliance risks.
Can you afford not to?
IAN MERRIMAN
BUSINESS DEVELOPMENT MANAGER
INTELLIFLO
