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 Episode

In this episode, Dale & Scott discuss...

• The importance of prioritizing opportunities on a daily basis for sales and service teams
• Leveraging a CRM to automate prioritization and personalized borrower communications
• Pairing white glove customer service with technology to deliver an unparalleled customer experience
• Key considerations for optimizing conversion rates on internet-based leads and partner referrals
• The importance of having trustworthy mentors to guide you toward greater personal and professional success

[00:01 - 02:38] Opening Segment

• Introducing Batting 1,000
• Introducing Scott Payne, CEO of SDP Solutions

[02:38 - 37:38] Main Segment

• Best-in-class lead management
• Hitting the reset button
• Delivering a great customer experience
• Prioritization, leads, and loans
• Maximize every hour in the day
• Why 'speed to lead' still matters
• Calculating a 'Borrower Engagement Score'
• Delivering a high-tech, high-touch experience
• Avoiding the mistake most lenders make
• The best time to contact prospects
• Keys to converting internet leads
• Keys to converting partner referrals
• Why you can't afford to be a 'Link Pusher'
• The art of scheduling calls with customers
• Adopting and adapting technology
• Scott's secret sauce for peak production
• Why outbounding matters
• The number one thing leaders need to keep in mind

[42:30 - 50:18] Closing Segment

• The Key to Scott’s success
• Finding trustworthy mentors
• Scott's latest and greatest project
• Scott's parting thoughts

Soundbites

"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 Payne

CONNECT WITH SCOTT PAYNE

Connect with Scott on LinkedIn

Get a FREE Consult from SDP Solutions

CONNECT WITH DALE VERMILLION

https://linktr.ee/dalevermillion

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