The Importance of Pipeline & Database Management

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In a nutshell, sales pipelines are a set of steps allowing to determine the current state of a lead with only giving a glance at the process. Sales pipelines and database management work together to assess lead value.

This happens from the moment the process begins to the point where contacts are no longer interested in it.

Loan officers could use the same principles applied in other types of businesses to manage prospect clients and referrals. Data management oversees possible ways to store contact information. It also manages private data from current clients and the revenue brought from realtors’ referrals.

Sales pipelines help to identify whether prospects are positively responding to sales strategies. Therefore, you can also assess if there is a different way to approach them, depending on the step they are in.


As loan officers highly rely on customer relationships to land future prospects and connecting with real state agents to get referrals

LOs should put effort into keeping themselves informed with the trends and financial struggles of their former clients. 

Therefore, staying in touch with referral sources helps loan officers to oversee market changes and build relevant sales strategies.

Investing time in setting up a database to manage information and pipelines bring excellent benefits, some of them are:

Strengthen Customer Relationship

Follow-ups are an excellent way to let former clients know about availability for future business.

To help boost trust with the loan officer, they can communicate with them to get an update on their experience. Moreover, they can also provide financial advice depending on the type of loan they got.

In that manner, it would be easy to get recommendations and even build case studies on very satisfied clients.

Better Resource Allocation with Database Management

Manage each former client in your database with the score allocated during the sales process.

You should delete unresponsive leads, for example, because they take up storage space and can potentially change results during follow-up.

In that way, it is possible to put more resources and create a complete strategy to keep current and former referrals in the loop on what’s going on in the housing market. Loan officers could use emails and calls to offer financial advice regarding the type of loan clients acquired.

Research Possible New Markets

Loan officers can take advantage of the flow of referrals given by real state professionals to figure out whether there is a peak in the number of potential clients or there is a valley approaching.

They could devise possible new markets by taking a look at the number of clients landed and deals closed with specific realtors.

You can store the information in a database alongside the profile of the referral. Maybe certain neighborhoods are gaining value in the city, and they can market their services around them.

Closing With Sales Pipeline & Database Management

The sales pipeline can be a good way for you to track the progress of your leads, but if used incorrectly it can also cause lots of problems that could make or break your company. It is so important to understand sales pipeline and database management and how it affects your business. 

Hopefully, this article helped to answer your questions about it!