Mortgage Prospecting and Lead Generation

Client Need

A successful mortgage origination firm sought to maximize response and minimize fall-out of a direct marketing effort. The company required a list enhancement source to profile customers eligible to eliminate PMI with a lower interest rate loan accompanied by dramatic property value appreciation.

Solution

LeadsToLoans® identified 25,000 prospective applicant files, using a combination of property and mortgage characteristics. Using this careful “ideal customer” profiling engine enabled the mortgage company to target and pre-qualify this segment.

Results

Results far exceeded the performance targets. The test mailing doubled response rates from the firm’s prior campaign performance. Nearly half were converted to loan applications with more than eight out of ten resulting in a closed loan. The firm’s president considers the test campaign “... a financial home run,” generating gross profits nearly ten times the campaign’s total cost. The firm prepared a statewide campaign to leverage the financial performance of the test.