Capture leads and write more asset finance deals with these tech tools

Featured image Sam Crouch

VIC Business Development Manager, Sam Crouch, talks about the tech tools that all brokers need to help them capture quality leads and write more asset finance deals.

What are the main problems brokers are facing?

Lead generation is key, especially for brokers just starting out on their own. People often underestimate how difficult it can be to generate quality leads.

At Connective Asset Finance, we offer all our brokers access to the Digital Marketing Hub. This tool provides our brokers with the ability to drive leads through automated, tailored email marketing campaigns and personalised customer journeys, setting them up for the best possible chance of success.

Brokers can optimise their marketing campaign workflow using Mercury’s opportunity tracking and Kanban features, so they know exactly which message to send when.

What's one emerging trend you're seeing in the asset finance space and how can brokers take advantage?

With so much competition in the marketplace, the customer experience is more important than ever.

To ensure that our members are able to provide the best possible experience to their customers, Connective recently launched the latest iteration of its business platform - Mercury. This will provide brokers with the latest in CRM technology, such as Kanban opportunity capabilities (a visual representation of a broker’s pipeline) and our new Doc Centre, which allows brokers to collect documents electronically, saving a huge amount of time.

If brokers leverage the full capacity of Mercury, Digital Marketing Hub, and the other tech tools out there, I’m confident they’ll get more time back in their day to focus on their customers and build new relationships.

Also, with lender API software enabling different platforms to safely share and relay information, and the ability for loan contracts to be signed electronically, deals can be turned around much faster.

What tech tools do you use to increase your day-to-day productivity?

Last year was obviously the year of video communication; like most people, I relied heavily on Microsoft Teams to communicate with brokers and colleagues alike. As we move back towards more face-to-face interactions this year, I use Waze (similar to Google Maps) to avoid traffic jams and save time getting from A to B.

What skills and experiences did you acquire as a broker that have helped you in your position as a Connective Asset Finance BDM today?

I started at Connective Asset Finance in January 2019, after five years as an asset finance broker. Given my experience, I can certainly empathise with brokers because I have walked in their shoes. I can relate to the frustrations that they sometimes feel.

I think the key is to have a really strong line of communication with both brokers and lenders. I try to stay across the ever-changing lender polices, so I can provide my brokers with the most accurate and up-to-date information available.

I try to always be available for my brokers and I put effort into building a personal rapport, which strengthens our professional relationship. I also understand that everyone’s business is unique and so they’ll have different needs, requirements and expectations.

What made you decide to join Connective Asset Finance?

It presented a new challenge and the chance to further my career in the industry. I knew a little about the aggregation side of the business as a broker, but I was genuinely curious to learn more.

An aggregator is more than just a lender panel and a CRM; it’s about providing brokers with industry-leading software, support and training to help brokers grow successful and sustainable businesses.

Everyone at Connective Asset Finance truly has the members’ best interests at heart and this is at the forefront of everything we do. It sounds a bit cliché, but Connective Asset Finance really is like a big family. And, on top of that, we have state-of-the-art IT systems and the best events in the business.

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