Prioritizing your best sales opportunities with Scott Payne

Note: This episode is being re-released in it's full, un-edited format. The original version featured only a 20-minute preview—but you can now enjoy the complete conversation.Leading off Season 1 of Batting 1,000 with Dale Vermillion is none other than long-time friend and industry insider, Scott Payne. Scott is the Founder & CEO of SDP Solutions, a lead management consulting company that helps lenders and loan officers optimize their lead conversion metrics and automated communications.Prior to starting his own business Scott served as VP of Originations at NationStar for 10 years before joining the HomeCaptain team as a Vide President. Scott's background in the industry is extensive, making him one of the leading experts on CRM and an invaluable resource for anyone looking automate their tech stack.In this EpisodeIn this episode, Dale & Scott discuss...The importance of prioritizing opportunities on a daily basis for sales and service teamsLeveraging a CRM to automate prioritization and personalized borrower communicationsPairing white glove customer service with technology to deliver an unparalleled customer experienceKey considerations for optimizing conversion rates on internet-based leads and partner referralsThe importance of having trustworthy mentors to guide you toward greater personal and professional success[00:01 - 02:38] Opening SegmentIntroducing Batting 1,000Introducing Scott Payne, CEO of SDP Solutions[02:38 - 37:38] Main SegmentBest-in-class lead managementHitting the reset buttonDelivering a great customer experiencePrioritization, leads, and loansMaximize every hour in the dayWhy 'speed to lead' still mattersCalculating a 'Borrower Engagement Score'Delivering a high-tech, high-touch experienceAvoiding the mistake most lenders makeThe best time to contact prospectsKeys to converting internet leadsKeys to converting partner referralsWhy you can't afford to be a 'Link Pusher'The art of scheduling calls with customersAdopting and adapting technologyScott's secret sauce for peak productionWhy outbounding mattersThe number one thing leaders need to keep in mind[42:30 - 50:18] Closing SegmentThe Key to Scott’s successFinding trustworthy mentorsScott's latest and greatest projectScott's parting thoughtsSoundbites"You can build good rapport really quickly with a customer, and build that trust so that they can....get through the application.” — Scott Payne“Everyone has their own calendar, and they're really busy throughout the day, we want to make sure we block people's time.” — Scott Payne“You have to have some sort of prioritization, even if you don't have that lead management system doing it for you. ” — Scott PayneCONNECT WITH SCOTT PAYNEConnect with Scott on LinkedInGet a FREE Consult from SDP SolutionsCONNECT WITH DALE VERMILLIONhttps://linktr.ee/dalevermillionFind this conversation valuable?Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.