Summary: Spotlight Interview with Trey Delgreco

-Mastering "More" CRM for Mortgage Growth

In this Spotlight Call, Trey Delgreco, Market Leader in Orlando for Movement Mortgage, shares his journey from junior loan officer to top producer and market leader, emphasizing how the CRM platform More (built on Salesforce) has been a pivotal tool in his business growth. Trey explains how adopting More—even in its simplest form—helped him improve organization, follow-up, and communication, ultimately generating new business, maintaining referral relationships, and driving long-term client loyalty.

He breaks down More into five core practices (plus a bonus) that any loan officer can implement immediately, stressing the importance of building small habits and expanding as comfort grows. Trey also shares how automation, task reminders, cadences, and leveraging features like the Proactive Opportunity Dashboard and Annual Mortgage Reviews (AMRs) allow LOs to scale their outreach without sacrificing personalization.

 

 

5+1 Practical Application Steps from Trey Del Greco

1. Start by Uploading or Entering Your Database Correctly

   • If you're new to Movement, use the provided Excel spreadsheet to upload your contacts—accurately. Poor formatting leads to poor results.

   • If you've been with Movement for a while, your contacts already exist in More—focus on learning how to find, organize, and use them.

2. Build the Daily Rhythm: Add Leads, Log Calls, and Set Tasks

   • When a lead comes in, input it into More immediately.

   • Log your discovery call, add notes, and create a follow-up task.

   • This rhythm becomes the foundation for using the CRM as your daily business compass.

3. Use Your Daily To-Do List

   • Rely on the automatically generated daily task list in More to guide your lead generation and follow-up.

   • This eliminates guesswork—More acts as your virtual assistant, telling you exactly who to call, text, or email each day.

4. Create and Use Cadences to Scale Outreach

   • Start with simple one-off tasks and grow into using cadences (task plans) that automate sequences of actions like calls, texts, and emails.

   • You can keep cadences manual or set them to automatically send communications—ideal for long-term leads like credit repair clients.

5. Automate and Utilize Annual Mortgage Reviews (AMRs)

   • Set up automatic AMR surveys to go out on past clients’ loan anniversaries.

   • Depending on whether the client responds, More will trigger follow-up tasks—helping you maintain relationships and uncover new business opportunities.

Bonus: Use the Proactive Opportunity Dashboard

• This feature analyzes closed loans to identify refinance or MI removal opportunities.

• Use it to initiate meaningful client conversations like, “Would saving $150/month be worth a call?”

• Trey attributes at least 15 deals directly to this dashboard.

 

 

Key Takeaways:

• Simplicity wins: Trey emphasizes you don’t need to be a power user to get results. Start with the basics and grow from there.

• System = Scalability: Using More as a structured system lets you track leads, maintain relationships, and follow up with confidence—even months or years later.

• Impact Lending = Differentiation: Trey integrates automated emails sharing Movement’s impact lending story, often sparking meaningful conversations and helping win clients.

• Mobile Functionality Matters: The More app lets you update leads, log calls, and manage tasks on the go—reducing dependency on notebooks or post-call transcription.

• Consistency is king: Daily habits around tasks and cadences help Trey stay organized, deepen relationships, and avoid missed opportunities.

 

 

Trey’s Encouragement for New Users:

“Anything worth doing is worth doing badly—just get started. Don’t compare yourself to CRM pros. Build small habits, and the system will evolve with you.”

 

 

Next Steps:

• Explore More’s training hub or video walkthroughs.

• Reach out to Trey via the Movement Hub for 1-on-1 help.

• Email [email protected] for strategy support or guided implementation.

Using Trey’s approach, even simple CRM use can drive consistent results, better client retention, and more predictable growth—all without tech overwhelm.