CMG Financial Case Study

THE CLIENT

CMG Financial is a well-capitalized, privately held mortgage-banking firm. The company makes its products and services available to the market through three distinct origination channels including Correspondent Lending, Wholesale Lending and Retail Lending.

THE PROBLEM

CMG Nashville was experiencing some growing pains as it’s large lead funnel left them scrambling at times to keep track and follow up with potential borrowers that were seeking to go through the application process. Before working with Topsis Consulting, their process included moving leads from tab to tab on an Excel file as the potential borrower moved through the application and underwriting process. This "data structure" wasn't easily reportable or actionable, which made staying in front of past clients and referrals next to impossible.

THE TOPSIS SOLUTION

Topsis Consulting was able to customize Salesforce to track a lead (lead to pre-approval) on the Lead Object and loan (processing, underwriting, and loan funding) on the Opportunity object. We built out a series of custom automated tasks for LO's, LOA's, and processors based on data being inputted. Once data of particular importance is input, an email will automatically send to communicate with Borrowers, Realtors, Insurance Companies, and Title Companies keeping everyone up to date on the status of the loan. These automations help build trust within business relationships and create a better all around borrower experience, which is key for any Loan Officer.

The second wave of implementation focused on consolidating and tracking communications during the loan process by integrating emails via the Einstein Activity Capture and calls/texts with a RingCentral integration. This allows the whole team to have a 360-degree view of a particular borrower and all of the key players involved in getting their loan to the closing table. These implementations have allowed this CMG Nashville branch to report on referrals accurately, improve closing times, keep key business partners up to date, and stay in front of borrowers for future needs.