Salesgenie Helps Regent Financial Group Extend Its Reach

Overview

Regent Financial Group, Inc. (www.regentfinancial.com) first opened its doors in August of 2000. Regent has since expanded to open offices in Wichita, Kansas and Davenport, Iowa. Assisting its customers primarily with financing, or re-financing, of their residential mortgages, Regent aims to serve its customers by advising them through the home loan application process and helping them find the right mortgage loan plan.

Regent Financial Group, based in Omaha, Nebraska, learned of Salesgenie immediately after the web-based service was launched in September of 2004. According to Jason Rowe, Vice President of Regent Financial Group, Regent wanted to focus its marketing outreach efforts towards specific demographics throughout the Midwest, but needed the tools to identify the right prospective customers.

Salesgenie is a subscription-based Internet tool for small to medium businesses that provides unlimited access to 12 databases comprising more than 14 million U.S. businesses and 210 million U.S. consumers throughout the United States. Along with access to these databases, Salesgenie includes additional features, such as a contact manager, which enables the sales team at Regent to track their prospect activity, and an online a mapping service to pinpoint customer and business locations.

Challenge

Although in a period of steady growth, Regent knew that expanding to more markets would enable the company to take full advantage of the improving economic climate and gain more customers. Creating new markets, pre-qualifying prospects to assure payment, and managing the sales process in a structured manner remained key issues.

Regent’s prior techniques involved outsourcing its telemarketing and direct mail efforts after purchasing long customer lead lists. While this seemed cost-efficient in the beginning, those lists often had low levels of accuracy. As Regent continued to grow, the need for a more effective process became increasingly crucial as more competitors entered the marketplace. For its growth to continue, Regent saw the need to act fast and improve its closing ratios.

Solution

Salesgenie allowed Regent Financial Group to pinpoint the prospective customers it wanted to target. With the ability to establish its own parameters for their customer lead list, Regent can consistently produce a mission-focused list that is specific to its marketing strategy and plan of attack. The list’s versatility also proved to be advantageous because Regent can use it to generate mailing labels, to download as a call list, or to save online for future reference.

Results

“By specifically looking for prospective clients that live in certain ZIP codes and are new home owners or have recently filed for bankruptcy, we can have a general understanding of each customer and tailor our services for them before a call is even made,” said Rowe.

Through the help of Salesgenie, Regent Financial Group has been able to experience continued growth and has boosted sales by effectively targeting the specific areas of business it wanted to enhance.

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