Most LOs have Jungo open eight hours a day and use four fields in it. Name, phone, loan status, notes. Everything else sits empty. And empty fields are the reason your follow-up is a guess and your pipeline report is a fairytale.
Here are the five Salesforce/Jungo fields most LOs ignore, plus the one that drives more repeat business than the other four combined.
Jungo is built on Salesforce, so every field is queryable, reportable, and automatable, as long as you put data in it. The pattern in every shop I’ve opened: 50+ useful fields on the Contact and Opportunity objects, three of them populated.
Field 1: Last Contact Date
Object: Contact. Why it matters: It’s the only honest answer to “when did I last talk to this person?” LOs answer from memory, and memory is wrong once a database crosses a few hundred contacts.
What to do: Auto-update on any outbound email, logged call, or text. The standard Jungo integration handles this. It usually just isn’t turned on.
Field 2: Referral Source
Object: Contact and Opportunity. Why it matters: Without it, you can’t answer the most important question in your business: where does my best business actually come from?
I’ve watched LOs swear their best source is “realtors” while the data said 60% of closed loans came from one CPA and a financial advisor. Zero marketing energy was going to either.
What to do: Populate it on every new contact and Opportunity. Make it required. Build a report grouped by Referral Source, sorted by closed volume. Run it monthly.
Without Referral Source populated, every “marketing strategy” conversation is a guess. With it populated, the next move is obvious.
Field 3: Close Date Anniversary
Object: Opportunity. Why it matters: This is the trigger for the highest-ROI automation in mortgage: the closing anniversary touch. A text or card on the one-year anniversary produces referrals at a rate I wouldn’t believe if I hadn’t built it.
What to do: Confirm Close Date is populated on every closed Opportunity. Fire a touch on the anniversary: email, text, or card via Postable or Handwrytten.
Field 4: Loan Product / Loan Type Last Closed
Object: Contact (roll-up). Why it matters: When rates move or a product launches (HELOC, DSCR, non-QM), you want to filter your database in 30 seconds. “Show me every past client who closed an FHA in the last 18 months.”
If Loan Product isn’t on the Contact record, that filter is a Sunday-afternoon project.
What to do: Add a roll-up summary field on Contact that pulls Loan Type from the most recent closed Opportunity. Save the list view. You now have a one-click rate-change campaign.
Field 5: Preferred Communication Channel
Object: Contact. Why it matters: Some borrowers want texts. Some hate them. Treating everyone the same is the cheapest way to wear out a database.
What to do: Add a picklist: Email / Text / Phone / Mail. Capture at application. Filter every outbound campaign by it.
The one that prints money: Last Touch by Type
Object: Contact (custom). Why it matters: Last Contact Date tells you when. Last Touch by Type tells you what: email, call, text, in-person, value-add (market update, gift, event invite), or transactional (a doc chase).
A producing LO needs to know two things about every past client:
- When did I last touch them?
- Was the last touch valuable, or was it a doc chase?
If the last three touches with a past client were all “send me your W-2,” that relationship is on life support. If the last three were a market update and a birthday text, that client is going to refer.
What to do: Add a picklist (Email / Call / Text / In-Person / Value-Add / Transactional) and auto-populate from activity type. Report on contacts whose last three touches are all Transactional. Call them this week.
The honest answer to “who’s about to forget me” lives in this field. Most LOs don’t have it because nobody told them to build it.
Why this never gets done
The Jungo admin who set up the org left two years ago. The fields exist; the automations that populate them were never turned on. This is a 4-to-6-hour fix in most shops, not a six-month consulting engagement.
How HTS does this
A CRM audit is the first thing in every HTS engagement that touches a mortgage CRM. It’s built into the HTS Operating System tier, and available as a standalone add-on. The deliverable is a list of the fields you have, the ones you should turn on, and the three automations that will populate them without changing how you work. We ran a version of this inside a recent HTS engagement and it produced a working report inside two weeks.
Ready to fix this?
If your Jungo or Salesforce org looks like every other one I’ve opened (50 fields, four populated), that’s fixable. Book a discovery call. We’ll spend it on your actual org, not a pitch.
