Prioritizing Your Best Sales Opportunities With Scott Payne Batting 1,000 With Dale Vermillion podcast

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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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.