I've been tweaking the system I use to track prospects and wanted to share what I have so far. (I say "so far" because this will be a work in progress for some time) I use Google Docs so I can access the information anywhere. You can also use Dropbox.
Making sure your referrals don't end up making application with your competitor is a high priority and if you don't track things, you are leaving it all up to chance. You may be fabulous, but if a prospects only contact with you is that first phone call or email then you reduce the probability of closing the deal.
This is also a convenient way to quickly access information on an old prospect. For example, on Saturday, I received a call from a prospect I had prequalified in October. By the time he got to his question, I had pulled this form up and could see my notes.
Tweak to fit the way you work with prospects and always look for ways to improve it.
A few explanations on the columns above:
Rank: I use A, B, C based on the likelihood of them getting a loan soon.
TY ref source: Thank you out to referral source. Of course.
Notes & NOTES: The first space is for loan info, the second is for info on their situation
Credit: Middle score once I pull it.
Velma: This is my database system
HW note: Date handwritten note goes out
FB: My goal is to connect personally and also invite them to our company Facebook page
At the end of each week (row shaded in purple) I track the number of prospects, applications, closings I had that week.
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