1300 71 61 41Flint Group
How Neighbourhood Helped Flint Group Thrive with HubSpot
Services Used
Project Manager
Project Location
Australia
Services Used
Solution
HubSpot Onboarding & Support
Project Manager
Project Location
Australia
Project Goals
In the bustling world of Australian finance, Flint Group emerged as a fresh-faced broking firm eager to make its mark. However, they found themselves navigating blind in a highly competitive market. Without visibility over their own operations, inconsistent processes, and no marketing efforts to speak of, they were in need of a transformation. That's when we at Neighbourhood stepped in!
As Australia's #1 Rated Diamond HubSpot Solutions Partner, we used our HubSpot expertise to help Flint Group tackle their challenges head-on, turning their problems into opportunities and setting them on the path to impressive growth.
Tools Used
Their wants
01
To be onboarded to HubSpot and introduced to all the tools available in their new portal
02
03
Their needs
01
02
03
Identifying the problem
Flint Group, a new broking firm in Australia's competitive market, faced critical challenges hindering their growth: lack of visibility into the sales pipeline, inconsistent broker processes, reliance on manual data entry leading to errors and wasted time, absence of reporting and analytics, and no marketing efforts to attract or nurture leads. These issues stunted their growth potential, caused lost revenue opportunities, and affected staff morale.
To address these issues, we recognised that Flint Group needed a comprehensive solution to provide visibility, standardise processes, and automated internal and external communication. Implementing a robust CRM system like HubSpot would centralise their data, streamline sales processes, and introduce consistency among brokers. Developing a marketing strategy with effective lead nurturing campaigns and integrating reporting tools would empower leadership with actionable insights, enhancing efficiency and client engagement for sustainable growth.
Scope of works
HubSpot Onboarding & Support
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Conducted tailored sessions on CRM setup, sales tools, deal stages and marketing automation
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Customised HubSpot portal with aligned properties, deal stages, and contact segmentation
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Integrated third-party tools: Zapier, Aircall etc also performed data migration and cleansing for accuracy
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Created custom reports and dashboards, and provided ongoing support and optimisation.
Marketing Hub & Support
- Designed multi-step forms for efficient lead capture
- Implemented form abandonment workflows to send reminders to clients when they had not submitted all required data.
- Developed a 'Learn' section on their website to educate visitors and for use within the email nurture campaigns
- Automated post-settlement client check-ins to ensure continued outreach
Sales Hub
- Built a transparent sales pipeline with defined stages and processes.
- Standardised sales procedures and best practices, to ensure every client got the same superb experience.
- Introduced sales enablement tools to empower the broking team (templates, meetings, sequences, tasks).
- Automated routines sales tasks
- Trained brokers on all of HubSpot's sales features
The Plan
- HubSpot onboarding and sales optimisation
- Innovative lead capture and inbound marketing strategy
- Integration of tools and data-driven decision making
HubSpot onboarding and sales optimisation
Comprehensive Training:
- Conduct tailored sessions on CRM setup, sales tools, and marketing automation.
- Equip the team with the skills to use HubSpot effectively.
Customised Portal Setup:
- Align HubSpot properties, deal stages, and contact segmentation with business processes.
- Migrate and cleanse existing data for accuracy.
Standardise Sales Procedures:
- Develop consistent sales processes and a transparent sales pipeline.
- Implement sales enablement tools and automate routine tasks.
Innovative lead capture and inbound marketing strategy
- Enhanced Lead Capture:
- Design user-friendly, multi-step website forms.
- Implement form abandonment workflows to re-engage potential leads.
- Attract: Create valuable content (e.g., a 'Learn' section) to draw in prospects.
- Engage: Develop personalised email nurture campaigns tailored to buyer journeys.
- Delight: Set up automated post-settlement communications to foster long-term relationships.
Integration of tools and data-driven decision making
- Third-Party Integrations:
- Use Zapier to connect Broker Engine with HubSpot for automated updates.
- Implement Aircall for call tracking and Sinch SMS for automated texts.
- Create custom dashboards and reports to track key performance indicators.
- Provide leadership with actionable insights for informed decision-making.
- Regularly review and refine strategies.
- Keep Flint Group updated with the latest HubSpot features and best practices.
The Strategy
- Comprehensive HubSpot Onboarding
- Streamlining Sales Processes
- Innovative Lead Capture and Nurturing
- Integrating Third-Party Tools
- Applying the Inbound Methodology
Comprehensive HubSpot Onboarding
Objective: Equip Flint Group with the necessary tools and knowledge to fully leverage HubSpot’s capabilities.
Actions:
- Tailored Training Sessions: Conducted ten interactive sessions covering CRM setup, sales tools, and marketing automation to ensure the team was proficient in using HubSpot.
- Customised Portal Setup: Configured HubSpot with custom properties, deal stages, and contact segmentation tailored to Flint Group’s specific business processes.
- Data Migration and Cleansing: Imported existing data into HubSpot, eliminating duplicates and ensuring data accuracy to provide a reliable CRM foundation.
Streamlining Sales Processes
Objective: Enhance efficiency and consistency in Flint Group’s sales operations to support scalability.
Actions:
- Sales Pipeline Development: Built a transparent sales pipeline within HubSpot, clearly defining each deal stage to improve visibility and tracking of prospects.
- Standardised Sales Procedures: Developed consistent sales processes and best practices for brokers to follow, ensuring a uniform client experience.
- Sales Enablement Tools: Introduced email templates, sequences, and documents within HubSpot to streamline communication and maintain professionalism.
- Automation Implementation: Set up workflows to automate routine tasks like follow-ups and task assignments, reducing manual effort and minimising errors.
Innovative Lead Capture and Nurturing
Objective: Boost lead generation and nurture prospects effectively to convert them into clients.
Actions:
- Multi-Step Forms Implementation: Designed user-friendly, multi-page forms on Flint Group’s website to collect client information without overwhelming users, leading to higher form completion rates.
- Form Abandonment Workflows: Utilised HubSpot’s workflows to track incomplete form submissions and send personalised reminder emails to encourage completion.
- Custom Follow-Up Forms: Created tailored forms that allow users to resume where they left off, enhancing user experience and increasing data collection.
- Data Integration: Ensured all form data seamlessly updated contact properties and deal records in HubSpot, providing brokers with real-time information.
Integrating Third-Party Tools
Objective: Enhance HubSpot’s functionality and ensure a cohesive system by integrating essential third-party applications.
Actions:
- Zapier Integration: Connected Flint Group’s broking software, Broker Engine, with HubSpot to automate deal updates as they progressed through the sales pipeline.
- Aircall Implementation: Set up Aircall for seamless call tracking and logging within HubSpot, improving the tracking of client interactions.
- Sinch SMS Setup: Enabled automated text message reminders and updates using Sinch SMS, keeping clients informed throughout their journey.
Applying the Inbound Methodology
Objective: Attract, engage, and delight customers through a structured inbound marketing approach to drive growth and build long-term relationships.
Actions:
- Attract Phase:
- Developed a 'Learn' section on Flint Group’s website filled with insightful content to improve SEO and establish the company as a thought leader.
- Engage Phase:
- Created personalised email nurture campaigns tailored to each loan type, guiding prospects through their buyer’s journey with relevant content.
- Delight Phase:
- Set up automated check-ins at 6, 9, 12, and 18 months post-loan settlement to foster strong relationships and increase the likelihood of repeat business and referrals.
The Results
$110M
Per month in loans closed
2,500
New inbound opportunities
Since implementing HubSpot, Flint Group has experienced impressive growth. Their monthly loan closures tripled from $30 million to $110 million, and new inbound opportunities surged from 650 in April to over 2,500 by August. Starting in March 2024, our collaboration transformed their operations.
We centralised their processes through HubSpot, ensuring every team member used the system and all activities were tracked. This gave leadership complete visibility and detailed reporting on every deal, eliminating guesswork.
We also set up numerous reports and dashboards, enabling the Sales, Marketing, and Leadership teams to better understand their customers and the effectiveness of their efforts. This allowed for more precise outbound marketing and smarter decision-making.
Their high engagement and willingness to learn led to outstanding results and set them up for continued success.
The Impact
"Partnering with Neighbourhood was the best decision we made. Their deep HubSpot knowledge and innovative approach completely transformed our business. We've never been more efficient, and the growth we've seen is just incredible. Our team is more cohesive, our clients are happier, and we're excited about the future."
Conclusion
By leveraging our status as Australia's #1 Rated Diamond HubSpot Solutions Partner, we transformed Flint Group from a disorganised startup into a streamlined, data-driven powerhouse. Our expertise addressed their immediate challenges and laid the groundwork for sustained success in a competitive market.
Neighbourhood didn't just implement a CRM; we partnered with Flint Group to revolutionise their business processes, empower their staff, and enhance their clients' experiences.
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