The Mortgage Lead Buying Problem
Lead providers are everywhere. We all know the big names in the game, but a quick Google search will reveal countless companies that are vying for the opportunity to sell you mortgage leads. If the past few years have shown us anything, it’s that lead buying will be far more sophisticated in the coming years, as we understand more about online homebuyer behavior and have more information on the lead before initial contact. At Intent, we take pride in delivering the best possible communication strategies to lead buyers. We also strive to show our mortgage originators that buying leads isn’t really necessary when you have a robust database in which opportunities abound.
Old school mortgage lead generation-
Likely a Realtor came to you and asked you to split the costs of leads. Those leads presumably went into your CRM system and not your agent’s. From there, they may have been on a campaign or a call list, but more often than not, the leads ended up accounting for no more than 5% of your overall business.
Newer school mortgage lead generation-
You have a good system of lead intake and a few campaigns. You make your calls and hopefully convert to a higher percentage, but unless you have a dedicated caller on your team, chances are low that you are finding many more treasures than the old-school way.
Intent’s mortgage lead generation-
Leads are sent to the system where they are automatically routed to the correct person on your team. Each lead is then assigned the appropriate campaign that charms the lead into answering or opting into a conversation. From here, call reminders are set, lead behavior is understood, and, once certain criteria are met, communication strategies align with each stage of the long-term customer journey. In addition, leads are monitored for any homebuying action and any variance in credit scores.
Intent’s purpose with leads-
The reality is that every single lead could mean 4-7 deals for you. Their value is in the LONG GAME. The key is to listen to their needs while not stalking them. At Intent, we continuously track all leads, and when a lead is poised to convert, we let you know when the time is right to take action. We spend a lot less time and resources hoping for a lucky lead and far more time giving you lead opportunities from your own database that you never knew about.
Let us show you how every lead can be the difference between a good year and a good career.
