MortgageCEO In-Depth Walkthrough

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1 MortgageCEO In-Depth Walkthrough

2 Overview MortgageCEO is a CRM and marketing tool provided to you for FREE by corporate Cloud-based platform All LOs have a website they can use The URL is usually Anyone who fills out the app in your site, you will receive the lead via and it will go into the CRM

3 Subject Table of Contents Slide # AFN Website Walkthrough.. 4 Your CRM and Leads. 15 Uploading Your Contacts via Excel. 22 Marketing.. 37 Other House Keeping Items 49 Useful Links. 52 Questions, Concerns, Comments 53 Realty Connection Add On Module.. 54 B2B Marketing... 66

4 The AFN Website

5 Main Site: AFNCorp.com

6 Your Site: AFNCorp.com/[yourname] One of the differences between main site and your site Also, any lead that applies through your site will go to your and be logged in your CRM

7 Apply Now: Short App, Long App Short Apps are usually filled out by leads who are shopping around and will be placed in your CRM Long Apps are usually for borrowers who want to move forward with the loan process It will take at least 15 minutes to complete It will create them a login so they can check the status of their loan when they click on the button

8 Short application on the home page Short application is the default on the Apply Now page. The option to go to long app is in the corner. Once a person hits submit, that lead goes to you.

9 Loan programs goes through the various loan programs we have. Clicking on each link will give you a basic description of each program we have that you can direct borrowers to. Loan Programs Most of the pages will reinforce the lead capture form so borrowers can Apply at any given time.

10 Mortgage Calculator is an excellent resource for borrowers. It will go through various options for them to see ballpark what they can afford and the down payment. Mortgage Calculator

11 Real Estate Center lets borrower search for potential homes in the area. The information is grabbed from Zillow. When someone clicks on the search option, they will first need to register to see the results, which in turns gives you a lead that you can refer to your real estate agent, while you pre-qualify them. Real Estate Center

12 Realtor Resource Add-on module called Realty Connect (see slide for more info) $30 per month per LO, billed through Branch P&L. It creates a co-branding website between you and a real estate agent It s a free site for real estate agents. You get 12 agent sites per year Real estate agent will have their listings on the page and anyone who looks at a home has a chance to pre-qualify. Leads will automatically point to your CRM through your real estate site Real estate agents receives all non-loan lead, while you receive all loan lead If you want more information, contact

13 The About Us section is where you can place a bio about yourself and any testimonials you have about you. But note that if you have testimonials, you have evidence that it was really said by the person. About Us and Me

14 Contact Us and Careers with AFN Anyone who fills out the Contact Us on your site for general information will go to you as an inquiry. If anyone is looking for a career with AFN, there is a link that goes to joinafn.com. If someone applies through joinafn.com, it will get distributed according to location.

15 At the Bottom At the bottom of our site on every page, you ll find the licensing information for AFN. This is also where you would click Employee Login to get into your CRM or get links to AFN social media pages.

16 Your CRM and Leads

17 Logging into the CRM User Name is your . If you forget your password, contact Kim at MortgageCEO now has a mobile function. You can log into it the same way you would do it on the computer. With this feature, you can add new leads or view your current leads on the go.

18 MortgageCEO Home Page This is what you first see when you log in. Click here for support or help. Don t forget to logout when you re done. Click here for video tutorials Keep an eye on this for important message from corp.

19 About My Contacts All leads that applies through your site goes to My Contact You can also add leads manually or upload your leads via an Excel file MortgageCEO and Encompass talks to each other. 3 times a day MortgageCEO will pull data from Encompass and updates them accordingly. Once a new lead is gathered in MortgageCEO, you would have to manually export it to Encompass once you are ready to move on (more info on slide 28).

20 My Contacts -1 Clicking on My Contacts will take you to your CRM. All your leads will appear here. You can search for a contact or scroll down the list.

21 My Contacts -2 Hovering over My Contacts will give you some options to add in new contacts. You can add via excel file or manually. Add New Contact will let you add a new contact in manually. This works better if you only have one or two contacts to add. If you have hundred of contacts to import, click on Import Contact and upload your contacts via an Excel sheet. Once your contacts are in, you can add them to any marketing list you have created (see slide 24).

22 Uploading Your Contacts via Excel -1 Before you upload your Contacts via an Excel sheet, prepare your document to be uploaded. Once you finalized your Excel sheet, Save As.CSV (Comma Delimited) format. Then log into your CRM.

23 Uploading Your Contacts via Excel - 2 Click on Import Contacts to upload your contacts via an Excel sheet. Then click the Mapping drop-down list and select [add a new mapping]. Mapping is letting the system know the order of your Excel sheet. In this example, First Name, Last Name, Address, etc.

24 Uploading Your Contacts via Excel - 3 When you select [add a new mapping], the Mapping Details pop up. Enter in a name for your mapping for future use. Look through the list, and add the headers to the empty box by clicking on the >> button to correlate with the Headers of your Excel document.

25 Uploading Your Contacts via Excel Find the Header that matches your Excel Header 2. Click Add 3. It adds it to the Mapping field 4. Click Create to create your Mapping If you Add the wrong header, you can click on the header in Step 3 and click on << to remove it.

26 Uploading Your Contacts via Excel - 5 Once you click Create, your new mapping should appear in the drop down menu after you Refresh your page. Choose that Mapping and find your file with the Browse. Then click Submit.

27 Uploading Your Contacts via Excel - 6 A window pops up and lets you know if your upload was successful. You can double check by going to My Contacts.

28 Leads in your CRM You can organize your list by any of the headers you see by clicking on them to alphabetize them. This screen will show you at a glance on who the lead is, where this lead came from, what is the next step, and when the lead was added to your CRM. *Since this is the admin account, you see different leads assigned to different LOs. In your own CRM, it will all be assigned to you.

29 Each Column Explained - 1 This column will tell you where the lead source came from you can keep track of where your leads come from. Each time a new lead goes into the CRM, it will be assigned to an LO. This is the admin account so you can see all leads. But if a lead goes through your site, it will only show your leads. If any leads are assigned to you by a manager, you will get an about it and it will appear here.

30 Each Column Explained - 2 Clicking on New in the Status column will give you options to update the lead with so you know exactly what the status of that person is. Clicking on None in the Next Step column will help you keep track of what you need to do next with your lead.

31 Each Column Explained - 3 Hovering over the icon in Marketing Lists column will let you quickly add any leads to any marketing list. Each lead is has a log of when they first entered into the CRM and when you last changed that record.

32 Each Column Explained - 4 Hovering over the drop icon in Drip Campaign column will let you quickly add any leads Drip Campaign that is set up. The drip campaigns are set up by corporate. Click on the in the note section to add specific notes about each lead.

33 Nurturing Leads When you click on Upcoming Birthday at the top, it will show you all the birthdays coming up within the next 30 days in your contact list. This way you can set up an campaign in advance.

34 Nurturing Leads - 2 Loan Anniversaries will let you know when a home anniversary comes up for one of your lead. This is another way you can continuously nurture an old lead so when the time comes, they will go back to you for a refinance. Closed Loans will show you all the loans that were closed today.

35 Refinancing Opportunities MortgageCEO pulls all of FreddieMac s national average rates once a week and any rates in your CRM that is 1 point higher than the national average will show up here. What does this mean for you? It means an opportunity to refinance by following up through marketing or a phone call.

36 Updating a Contact Clicking on your leads name will take you to a profile for that person. You can fill out the information as needed If your lead is going to go through the loan process, be sure to click Export to Encompass. This will connect and export all the data from MortgageCEO to Encompass and appear in your Pipeline. You can also organize your leads by type. This is where you can dictate if a lead is a prospect or a business partner.

37 Marketing

38 Marketing Center These are all the tools available to you for marketing campaigns you plan on doing.

39 Create New Campaign -1 To send out an campaign, click Create New Campaign. There are 6 steps to this process. For the most part, you ll be using Create a one-time campaign. *NOTE* ANY s sent through MortgageCEO will need to be checked by compliance even if the template is already there. The Drip Campaign options are a bit different but also has a similar concept. Again, don t forget to send any s you plan on sending out.

40 Create New Campaign - 2 Once you click next, you choose your templates via drop-down menu. Company Templates are for the most part compliant with the rules and regulations. But still double check in case something has changed. Most, if not all, templates in the Stock Templates are *not* compliant.

41 Create New Campaign - 3 Clicking next again will take you a screen that gives you the option to edit the . Take note at the bottom of each has a Signature tag. Be sure to leave it in as AFN have set up signatures for you. MortgageCEO will automatically insert it in for you. Choose the list you re planning on sending your to and click next.

42 Create New Campaign 4 You can choose to send now or later. If you like to test the , choose Send Now and click next. Here you can choose to actually Send Now or send yourself a Test Message.

43 Build/Manage Marketing List All s sent out will have an unsubscribe option at the bottom. Click on Create New Contact List to add your contacts either manually or automatically via an Excel sheet into a new list.

44 Creating a Marketing List - 1 Enter a name for your contact list. Add Contact Now will add to your marketing list, but not to your CRM. Add Contact Later will let you quickly add your CRM leads to the marketing campaign list you re creating. See slide 24 on how to add your leads to your marketing list.

45 Creating a Marketing List - 2 Note: If you re adding in a new lead here, they will not appear in your CRM. They will only be in your marketing campaign lists (see slide 20).

46 View Reports / Signature Your Message You can view the statistical data of your campaigns here. AFN have set up signatures for all LOs. Double check that all your information is correct.

47 Company Templates are templates that has been created by Kim Bui specifically for AFN. It s a library that will continue to grow. If you have a that you want to create, contact Kim and she can help. Template Library MortgageCEO have lots of templates we can use. However, most, if not all, of them are not in compliant with the rules and regulations AFN follows. If you plan on using anything from the template library, double check with

48 Other Marketing Options Image Gallery is where pictures used in templates are placed. Note that you CANNOT find a picture off Google and upload it to use. This violates the Copyrighting Law. For any questions on how to get pictures you can use, Manage Existing Campaign is where you can view what you have scheduled to send out. Custom Tag is an advance feature that replaces a code with something else, like {%Signature%}.

49 Other House Keeping Items

50 B2B Marketing Is a feature that comes with Realty Connection at $30/month per LO. With this feature you can search for various business near you and turn them into leads (see slides for more information) Marketing Resources MortgageCEO has partnered with several of the top mortgage providers to deliver quality leads to you.

51 My Account The Account Center is where you can place a post on the message board or change your password and profile. Click on Manager Users to edit your profile. This view is for you to quickly see what is in your profile. Click here to edit your profile. You can add in a little bio of your self, a picture, testimonials etc. in your profile. Any changes made here will be reflected on your site.

52 Useful Links MortgageCEO Retail LO Training: MortgageCEO Wholesale AE Training: AFN MortgageCEO Information and Tutorials

53

54 Realty Connection Add On Module

55 Realty Connect See Slide 11 and 43 for a brief overview of Realty Connect Add-On Module. To get connected to Realty Connect, send a message to Kim at If you decide to have Realty Connection, be sure your branch manager is aware of this. It will take 5 business working day to set up any site request for a real estate agent.

56 Adding a Real Estate Site In the Real Estate Center, click on Realtor Resources. Then Get Started Today! at the bottom. Fill out the information required and click submit. This will send a notification to MortgageCEO, who will then take the information submitted and create a real estate agent site. It will take about 5 business days to complete.

57 Once a site is created, it will look similar to this site, but with your agent s information on it. Real Estate Agent Site - 1

58 Real Estate Agent Site - 2 The header will have a calling card for the agent and his/her company logo. Each agent s site is created using a template and free. If an agent wants more customization, then that can be arrange, but the expense will be paid out of the agent s pocket.

59 Real Estate Agent Site - 3 All agent s site will have a banner from a non-competing company in a noncompeting industry for compliance purposes If they don t want banner ad, they can pay monthly fee.

60 Search Homes Search Homes open up into a lead capture form. Anyone filling out this form will go into your agent s CRM. Once registered, the lead will be able to view the Realtor s MLS feature and can search by any feature they want.

61 Buying/Selling a Home - 1 Buying a Home is a generic informational site that gives your leads some tips into buying a home. An agent will be able to edit the contents on this through their CRM. Selling Your Home is similar to Buying a Home. To edit the content of either of these, hover over Manage Website in your CRM, then click Content Editor.

62 Buying/Selling a Home - 2 My Listings will take you to the agent s listings. Just like the Search Home option, you can narrow down your search with certain criteria.

63 Loan Pre- Approval has the same short and long form that is on your AFNcorp.com site. Anyone who fills out this application will go to you as the lead. Buying/Selling a Home - 3

64 Other Important Notes Each real estate agent will get access to their own CRM and marketing tools LOs does not have access to the agent s CRM Any lead filled out through the Search Home will go to the agent, while any lead fill out through Loan Pre-approval will go to you. Agents can have featured properties by letting MortgageCEO. They will add it for you.

65 Other Important Notes Pt. 2 The domain of the site can be purchased through GoDaddy (or similar sites) and MortgageCEO will point the domain to the site. If an agent/lo decide to move on, the LO/Agent lead transfer will cease and the agent can continue on by them self (solo) if they continue to pay $30/mo. Otherwise it will be disabled once we are told.

66 B2B Marketing - 1 In the CRM, you have access to B2B Marketing (slide 43 for more info.). You log in with the credentials you see on the company message board.

67 B2B Marketing - 2 Search for companies in the area using the various search options. You can fill out as many or as little options as you want.

68 B2B Marketing - 3 Click search at the bottom and it pulls up all the business around the area with your search criteria.

69 B2B Marketing Co-Branding Site -1 Once you have your list of businesses, it s time to go follow those leads. If that company decides to co-brand with you, MortgageCEO will make a website that co-brands both companies. This is part of the $30/mo Add-On module.

70 B2B Marketing Co-Branding Site - 2 The co-branding site will be linked to their company s intranet Anyone who wants a loan will get a discount* if they apply through the cobranding site. You can also draw in business for your business partners too by adding links of their site in the Vendor Directory section. *The discount you offer other companies will depend on your branch, but verify with corporate first so we can make sure it s in compliance with state laws and regulations

71

72 Useful Links MortgageCEO Retail LO Training: MortgageCEO Wholesale AE Training: AFN MortgageCEO Information and Tutorials

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