Follow-Up Benchmarking Assessment General Follow-Up (n) : any activity designed to increase/optimize production from your database, new marketing leads, and/or referral sources. These general questions relate to your overall sales infrastructure. All responses are confidential and anonymous. Question Title * 1. Do you have standard processes to execute and track follow-up activity & performance? Yes No Question Title * 2. Do you receive regular reports/analytics attributing follow-up activity directly to production? Yes No Question Title * 3. How much production was attributed directly to follow up activity in the last quarter? $0-$1M $1M - $10M $10M - $100M $100M+ I'm not sure Question Title * 4. Which of these groups do you have? Traditional Branch MLOs Consumer Direct MLOs Distributed Retail (Hybrid) MLOs Dedicated Retention Agents Lead Screening / Distribution Agents Question Title * 5. How many licensed loan officers are there in the consumer direct group? 0 250 Clear i We adjusted the number you entered based on the slider’s scale. Question Title * 6. Sales Model: What percentage of your sales come from each of the 3 primary categories: 0% 1-10% 11-20% 21-30% 31-50% 51-75% 76-100% Database (past clients) Database (past clients) 0% Database (past clients) 1-10% Database (past clients) 11-20% Database (past clients) 21-30% Database (past clients) 31-50% Database (past clients) 51-75% Database (past clients) 76-100% Marketing Leads (digital, social, tv/radio, etc) Marketing Leads (digital, social, tv/radio, etc) 0% Marketing Leads (digital, social, tv/radio, etc) 1-10% Marketing Leads (digital, social, tv/radio, etc) 11-20% Marketing Leads (digital, social, tv/radio, etc) 21-30% Marketing Leads (digital, social, tv/radio, etc) 31-50% Marketing Leads (digital, social, tv/radio, etc) 51-75% Marketing Leads (digital, social, tv/radio, etc) 76-100% Referral Leads (Realtors, builders, fin. advisors, etc) Referral Leads (Realtors, builders, fin. advisors, etc) 0% Referral Leads (Realtors, builders, fin. advisors, etc) 1-10% Referral Leads (Realtors, builders, fin. advisors, etc) 11-20% Referral Leads (Realtors, builders, fin. advisors, etc) 21-30% Referral Leads (Realtors, builders, fin. advisors, etc) 31-50% Referral Leads (Realtors, builders, fin. advisors, etc) 51-75% Referral Leads (Realtors, builders, fin. advisors, etc) 76-100% Question Title * 7. What % of your total retail production is "corporate sourced" vs. MLO sourced? 0 100 Clear i We adjusted the number you entered based on the slider’s scale. Question Title * 8. Who "owns" responsibility for overall follow-up at the company? Senior Sales Leadership Marketing Management Training / Coaching Divisional Management Branch Managers Loan Officers Nobody I'm not sure Question Title * 9. How many specific types of follow-up campaigns are consistently executed by teams at your company? 0 1-2 3-5 5+ I'm not sure Question Title * 10. Do you receive regular reports/analytics on each of the specific follow-up campaigns? Yes No Question Title * 11. On a scale of 1-10, how do you rank your sales organization at follow-up execution? Poor Best-in-Class Poor Best-in-Class 17% of survey complete. Next
