How digital insights & automation can help your financial institution grow direct loans

first_imgRecently we spoke with a large mid-western CU who is hitting it out of the park in terms of direct loan growth. In fact, they have an entire team of outbound callers following up on pre-qualified leads each quarter, and they are driving lots of direct loan growth through these efforts. Their process involves combining a number of credit score indicators as well as loan insights to find ways to save their current members money, perhaps by recapturing an auto loan held by another institution.But what their team is NOT doing yet is combining the credit prequalifying factors with any other digital insights or automation to make this process more effective and efficient. There were actually lots of leads they never even got to because of the lack of staff to follow up with them. So here’s what we suggested might help… Automate the Initial Emails:When following up with pre-qualified leads it’s important to automate some parts of the process, especially at the beginning. Keep in mind, that just because someone is ‘pre-qualified’ for your offer doesn’t mean they have any real interest or sense of urgency to act. So, sending some well-designed, customer-focused initial emails is really important.First the open and click actions that individual leads take with these early emails will help you better prioritize your sales follow up. So, if after 2-3 emails about an offer or product promotion you see that a lead hasn’t engaged, we would recommend moving them to the end of your follow up list, or perhaps retiring the lead from the promotion altogether.On the other hand, if a lead is opening and clicking your emails, you should have a sales person follow up ASAP. This process will help take the onus off of your staff to craft these early emails individually, and it will help to improve the likelihood that leads will respond once an individual sales person does reach out or call. Send Your Emails from a HUMAN!!:Now this idea comes straight from HubSpot… once you have your leads identified, why not send these early emails (explained above) from the actual person who will be follow up with them? This sounds so simple that you’d think it would go without saying, but it’s actually quite innovative. Often early stage emails come from the ‘marketing team’ or a general email like [email protected][yourfinacialinstitution.com]. This just seems so impersonal because it lacks a human touch and the name of an individual. Sending marketing emails from an actual staff member is much better. We recommend that you also consider including all of this staff member’s contact details and perhaps even a photo. This humanizes the entire process and builds trust from day one! Try it! Use Digital Insights to Further Prioritize Loan Follow-Up:Another great way to reach out to the right people on your list at the right time is to build in digital triggers for sales follow up. So, if someone opens an email or two that might qualify them for faster initial follow up in one way or another. But what if they open an email and then go straight to the relevant product or service page? Perhaps the sense of urgency for this lead is a bit higher, and when this happens why not adjust your strategy? We call this a HOT lead, and this person really needs immediate attention in order to ensure that your staff don’t miss an opportunity to give them the information they are clearly already looking for.We would recommend setting up automatic notifications to sales people when leads take actions like this. Again, bumping them to the top of your list with lead scoring or some other system. This will increase your response rate and we would likely also positively impact your overall loans closed. Use Data to Track Where Leads are Lost:A final way to add efficiency and success to your sales process might come with better tracking of potential deals throughout the sales process. Often sales people are using spread sheets or other somewhat dated methods for tracking touch points with leads. While for some people these methods may seem sufficient, without better insights, at the end of a promotion your team or organization will lack real insights for improving the overall buying and selling process.With a better tool and more integrated approach you might be able to track where you lost the most leads during a campaign. Perhaps you would learn that loan approval during a HELOC campaign took almost 24 days, and you lost at least 7 pre-qualified loan leads during that time to competing institutions. Wouldn’t that be good insight to have for the future? Maybe you’d be able to see that during your last auto loan refinance campaign the time from first touch point to loan application submitted was a little over 3 weeks, but after that length of time the application rate dropped significantly. Knowing this might help you design your future campaigns to move a little faster in your initial emails.Using these types of data are essential for making sound decisions that will help drive new loan growth for years to come. Let us help, contact us today! Or visit our blog for more great tips and case studies on sales and marketing for your financial institution. 19SHARESShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblr,Meredith Olmstead Meredith Olmstead is the CEO and Founder of FI GROW Solutions, which provides Digital Marketing & Sales services to Community Financial Institutions. With experience working with FIs in markets of … Web: www.figrow.com Detailslast_img read more

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Discover Dominica Authority News Update for the week ending Friday May 18, 2012

first_img 23 Views   no discussions Share Tweet Sharing is caring! LocalNews Discover Dominica Authority News Update for the week ending Friday May 18, 2012 by: – May 19, 2012center_img Share Share **Dominica’s Jazz n’ Creole Sunday May 27th 2012**On Sunday May 27th Dominica will stage the third edition of Dominica’s Jazz n’ Creole, at an inviting casual atmosphere of the historic Fort Shirley in Cabrits National Park, a fantastic venue for hosting such an event. Plans are well on the way to welcome our many visitors and friends who wish to be part of Dominica’s Jazz n’ Creole 2012. The event is held annually on Pentecost Sunday and is meant to attract visitors from neighbouring French islands as well as the wider Caribbean to Dominica and serves as an avenue for showcasing local jazz artists on the island, as well as foreign acts. Several hotels particularly in the north of the island will be offering special packages and rates to Caribbean nationals. Patrons are offered the opportunity to mingle in the relaxing ambience of one of Dominica’s major tourism site attractions. Preceding the main event will be the jazz fringe events at the Anchorage Hotel on Thursday May 24th, Fort Young Hotel on Friday May 25th, River Stone Bar & Grill day time event on Saturday May 26th and the Rosalie Bay Resort evening event on Saturday May 26th. The Discover Dominica Authority and the Dominica Festival Committe welcome everyone to this great event.**Tourism Awareness Month 3Rs Week: Reuse Redue Recycle **As part of Tourism Awareness Month the Discover Dominica Authority in collaboration with the Rotary Club will recognize “No Plastic Bag Shopping Day” on Saturday, May 19, 2012. The objective of the day is to encourage shoppers to take along their shopping bags or baskets to the supermarket which will ultimately reduce the usage of plastic in everyday activities. On the said day shoppers will also be given re-usable bags (while supplies last) to use while shopping at the supermarkets. Participating supermarkets include Save- a- Lot, H H Wilson Supermarket, Whitchurch IGA Supercentre and Breeze’s Mart. The Rotary Club and the Discover Dominica Authority will be donating bio-degradable shopping bags to the participating supermarkets which will be given to their shoppers. The DDA continues to encouraging the public to revert to the old days of using shopping bags and baskets. We need to preserve and protect the environment thus the reduction in plastic bags will help in alleviating future environmental concerns. **Mero Community Tourism Mini Trade Show**The tourism Authority has partnered with the Mero Community Tourism group in hosting the first ever historic Mini Trade Show in the community of Mero on Saturday May 26th. The Trade show will showcase the heritage, products and services of the Dominica Community Tourism Associations around the island. The Dominica Community Tourism Associations Inc. is an umbrella organization of all Community Tourism organizations on island. The mini trade show is an opportunity for the general public to get to know about the concept of Community Tourism in Dominica and to identify opportunities and ways for networking, partnership and even the selling of products and services. This year’s event is the first and the trade show hopes to be an annual event for Community Tourism Service and Products Suppliers to meet and possibly form lasting partnership.**Tourism Youth Congress winner receives prize from AID Bank**The Castle Bruce Secondary School received a $500 cheque compliments the Dominica Agricultural and Industrial Development Bank. This was part of the AID Bank’s sponsorship of the Tourism Youth Congress, held on May 3, 2012. Fourth form student of the Castle Bruce Secondary School Nyana George emerged victorious over nine other competitors. Special Projects and Communications Coordinator at the AID Bank, Mrs. Josephine Dechausay-Titre, congratulated Miss George on having won the local competition and urged her to continue to work hard as she prepares to represent Dominica at the Caribbean Tourism Organization’s Tourism Youth Congress in October. Miss George will now be recognized as the Junior Minister of Tourism until the next Tourism Youth Congress in May 2013. Last year’s winner of the local Tourism Youth Congress Kitwanie Carbon also won the regional competition organized by the Caribbean Tourism Organization. **Dominica and United States collaboration – One Ocean: Building Bridges and Breaking Down Walls through Student Connections**Students from Dominica and the United States are learning first hand that they are all connected by one big ocean through being involved in IFAW’s Floating Classroom Program. The generous grant IFAW gave Hull Memorial Middle school is giving sixth grade science teacher Heather Hughes the opportunity to satellite sessions via Skype from Dominica. Her hope is that through this program the students in both countries will make personal connections to each other and see firsthand that the world is truly a small place. She said, “Caring begins with understanding and hopefully through this program students will not only learn to care for each other, but the animals that make the sea their home.”Forty-two fifth graders from St. Luke’s Primary in Pt. Michelle Dominica and seventy-seven sixth graders from Memorial Middle School in Hull Massachusetts will be the first to be involved in this joint project. Both groups have already participated in two lessons via Skype. Two more Skype lessons are planned for this Wednesday and Friday from St. Luke’s Primary. The lessons being taught include comparing and contrasting the topography of Dominica to Hull, Massachusetts, comparing sand samples, and best of all tracking a leatherback sea turtle! Hopefully, this joint program will benefit both countries and students.Press Releaselast_img read more

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Lulu scores play-off victory to win senior title

first_img18 Jun 2015 Lulu scores play-off victory to win senior title International Lulu Housman held her nerve through a topsy-turvy final day to win the English senior women’s stroke play championship in a play-off at Broadstone, Dorset.“It’s stunning, a lifetime moment,” said the Middlesex player (image © Leaderboard Photography), after ending the challenge of Aileen Greenfield of Sussex on the first sudden-death hole.Housman (Wyke Green) started the day two off the lead and clinched the title by playing steadily through the ups and downs of her main rivals.Cheshire’s Sue Dye – who has won this title twice before – was the overnight leader and was still one ahead as she and Housman stood on the 18th tee. But then disaster struck: her drive hit trees and came down short, her second went in the rough and eventually she walked off the green with a double bogey six.Housman, meanwhile, had had opportunities to forge ahead but had missed some crucial three-footers. “Yesterday I felt I couldn’t drive, but I putted well. Today, I drove well but couldn’t putt!”However, she kept an eye on the scoreboard and dug in: “It was a question of hanging on, being patient and hoping I would hole a putt,” she said. On the 18th, when the opportunity appeared, she made no mistakes and, in front of a large crowd of spectators, she managed a textbook par four – and walked off the green and into a play-off.Greenfield, who is playing her first season of senior golf, had been four shots off the lead after the 14th, but birdied three of the remaining four holes to move to the top of the leaderboard. Initially, she had no idea she was doing so well: “I was going to put my clubs away afterwards, it didn’t even occur to me there would be a play-off.” The two players tied on 13-over par, with Housman scoring 75 78 76 and Greenfield (Pyecombe) returning 78 76 75.The play-off on the par five first provided plenty of drama. First, Housman drove into the heathery rough as she tried an ambitious line off the tee; then Greenfield attacked the green with her second, only to go in the water hazard and collect a penalty stroke.“I was maybe a bit greedy off the tee, but the ball was lying nicely in the rough and I could hit it back on to right side of the hole. I knew if I could do that I would have a chance,” said Housman – and so it proved.She summed it up: “I think that I was just the steadier against both of my fellow competitors.”She had arrived at Broadstone determined to do well, with the main aim of keeping her place in the England senior team, having helping to win a European gold medal and the Home Internationals last year. “So I was up for it, but really because I wanted to make sure of my place in the team.”For Greenfield there was some disappointment but she said: “If anyone had told me I would be second I would have bitten their hand off. I’m absolutely thrilled to bits.”Sue Dye (Delamere Forest) took third place with a philosophical remark of: “That’s just golf, isn’t it.” Other prize winners were Julie Brown (Trentham), Caroline Berry (Bromborough) and Debbie Richards (Burhill). Gill Snelson (Wellingborough) won the over-65 trophy.Click here for full scoreslast_img read more

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