eBook | Mortgage Marketers - Increasing Speed to Lead 1

Increasing Speed to Lead for Mortgage MarketersHow Consumer Identity Management Expedites Conversions

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Increasing Speed to Lead Identity Verification: Know Your Leads Identity Completion: Fill in the Blanks

Data Scoring: Proceed with Confidence

Data Attributes: Ready for Action

The Bottom Line

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Loan originators are racing to qualify inbound prospects with the greatest likelihood of conversionToo often, they run into costly speed bumps in the form of missing, false and inaccurate consumer data.

Originators and lead generators alike are discovering the value of teaming with consumer identity manage-ment partners to accurately verify, complete, score and augment their inbound and outbound leads. Consumer identity management (CIM) is a data-driven practice enabling brands to instantly know the identities and descriptive attri-butes about consumers and make informed decisions about inbound and outbound marketing and risk mitigation.

CIM is fueled by trusted, linked data including name, address, phone, mobile, and email addresses. The right CIM partner can dramatically increase speed to lead and speed to dial—and even level the playing field for smaller lenders.

This paper explores the merits of incorporating CIM to get the data you need, when you need it.

Mortgage originations are expected to decrease in 2018 to $1.597 trillion, down from $1.688 trillion in 2017, according to the Mortgage Bankers Association. With competition growing fierce for high-quality mortgage leads, deals are made and lost in a matter of milliseconds.

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Identity Verification:Know Your Leads

Lead quality is a major issue for marketers across indus-tries. A 2018 study by Convertr revealed that 38% of pro-cessed leads are invalid due to fake names, bad email, and the prime offender: inaccurate phone numbers.

With so many inbound leads and so little time to engage with them, you need to weed out invalid entries instantly.

Loan originators working with consumer identity management partners are able to validate inbound lead information instantly as the prospect submits a web form or calls into the call center.

Verified identity data drives greater personalization and allows you to direct valid, complete leads to your best agents—resulting in faster speed to outreach and higher conversion rates. You can also lower acquisition costs per customer by focusing your resources on those leads showing the most promise.

Be sure your data partner also provides a real-time TCPA compliance solution to mitigate autodialing risks.

38%

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Identity Completion:Fill in the Blanks

You can only sell or service leads effectively when you have complete identity details. In real time, consumer identity management spe-cialists verify and complete partial or missing information, including name, address, landline and mobile phone, and email.

Comprehensive, updated contact information empowers mortgage marketers to increase marketing reach, retarget more effectively across multiple channels and improve the overall cus-tomer experience.

In fact, 78% of consumers will only engage offers personalized to previous engagementsMarketo

Companies with the strongest omni-channel engagement strategies see retention rates of close to 90%Aberdeen Group

78%

90%

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Data Scoring:Proceed with Confidence

Choose an identity data partner capable of assigning scores to your leads at the moment of engagement. Overall scores should reflect the cumu-lative quality of leads based on their individual identity elements. Apply these scores to expedite prioritization and decisions regarding a lead’s po-tential for conversion.

First Name JR

Last Name Smith

Phone ---

Email jrs@example.com

Address 123 Main St, Chicago

Submit

Valid Phone ---- Valid Address 100

Valid Name 60 Valid Email 100 Name to Phone ---- Name to Email 100 Name to Address 100

78IdentityScore

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Data Attributes:Ready for Action

National Mortgage News reports that today’s top mortgage pro-ducers are using distinct marketing strategies that break home-buyers into three main categories: move-up, first-time and move-down, in addition to refinance borrowers.

Segmenting campaigns and calls at this level requires information beyond names and phone numbers.

A consumer identity management partner delivers these and other insights—including propensity to buy—by assigning ac-tionable attributes to each lead, including:

► Demographics

► Property value, size and age

► Length of residence

► Estimated income/buying power

► Automotive ownership data

Attributes support the intelligent routing of inbound calls, boosting speed to conversion, as well as more precise out-bound targeting, and campaign segmenting.

You can also build your own models based on commonali-ties across converted leads. For example, your conversion data may indicate certain campaigns performed best among longtime homeowners aged 50 and over with a combined annual income over $170,000.

Ages

32 / 36

Household Income

$132,000

Current Home Value

$180,000

Length of Residence

3 years

Vehicles

Toyota CorollaFord Mustang

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Marketing Attribution:Know What Works

Working with a CIM partner can vastly improve marketing attribution—enabling you to understand who came to you and how. You’ll discover important details that enhance your overall strategy, including:

► Which marketing channels and campaigns deliver the greatest returns—and which you should abandon

► How to adjust messages and mediums moving forward

► How to improve targeting and retargeting

The Bottom LineMortgage marketing today is a race—with victories going to those to reach the best prospects first. Increasing speed to lead and speed to dial, with TCPA compliance, requires a depth of consumer information available only from specialists.

infutor.com

An Edge for Generators

Loan originators aren’t the only ones facing intense competition. Mortgage lead generators are gaining an edge by teaming with identity data partners to boost the overall quality and value of their leads with verified, complete and enhanced data.

See real-time inbound leadverification and scoring in action

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About Infutor Data Solutions

Infutor is the expert in Customer Identity Management. The company is 100% focused on enabling brands to know everything they need to about consum-ers, to instantly make informed marketing and risk decisions.

Our experience linking trusted data sources results in solutions that: iden-tify, verify and score inbound consumers, on-demand, with as little as a single identifier; link customer data; update/add missing identifiers and enhanced attributes; and enable increased digital campaign reach through higher on-boarding match rates.

Infutor gives brands a secure, privacy compliant foundation to improve in-bound engagements and outbound marketing reach, and to minimize fraud and collections risk. For more information, please visit infutor.com.

The Consumer Identity Management Experts

One Lincoln Centre18W140 Butterfield Rd, Ste 1020Oakbrook Terrace, IL 60181

infutor.com

(312) 348-7900