About the Client
This client is nationally recognized direct mortgage lender who offers a wide range of mortgage loan options. As one of the largest privately-owned direct mortgage lenders in the nation, the client has prioritized making home ownership a reality for individuals and families from all communities, particularly those that have been underserved.
This mortgage lender was struggling with the accuracy and scalability of review of their agents' performance and scorecard documentation process.
Initially, this lender hired a small team of internal QA agents to randomly sample and review calls and create a basic scorecard system in excel. But, the process quickly became laborsome, time-consuming, and riddled with inaccuracies.
The random sampling of calls wasn’t providing an accurate view of agent performance and wasn’t actionable to assist in creating high-performing sales agents to help the organization meet revenue goals. Valuable time and money were spent looking for data trends on agent call performance without any accurate results on which they could rely.
In order to grow and scale as an organization, the lender needed to have a way to scale their review process to provide accurate and actionable data on their loan officers’ performance.
Results At a Glance
Eliminated Manual Review
With PerformLine, this lender went from manually reviewing and creating scorecards for only 20 calls per day to full coverage and scoring of every call received, totaling over 12,000 a month.
Fast and Accurate Scoring
Using PerformLine’s Business Intelligence tool, this lender was able to aggregate all of their agent performance data for a holistic view of their entire call center to pinpoint areas that needed additional training. The lender was also able to produce 27x the amount of agent scorecards using PerformLine than they were previously with their manual QA process.
Improved Agent Performance
This lender experienced improved sales training and coaching for their agents using the performance metrics provided by PerformLine. They can now rely on accurate data (instead of assumptions) and can provide increased and more strategic training to promote novice agents to experts.
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