Archive for the ‘Mortgage Marketing’ Category

Predictive Dialers vs. Hosted Dialers!

Tuesday, August 23rd, 2011

DIFFERENT TYPES OF DIALERS

Hardware Predictive Dialers

Definition: The predictive dialer uses a variety of algorithms to predict both the availability of agents and called party answers, adjusting the calling process to the number of agents it predicts will be available when the calls it places are expected to be answered.
English: A predictive dialer is a computerized hardware system that automatically dials batches of telephone numbers on multiple lines for connection to agents assigned to call stations. Predictive dialers are widely used in call centers and are very effective when ran correctly.

My favorite type of Predictive dialing is the hardware based systems that have NO VOICE RECOGNITION. This is a program that causes a slight delay due to the software trying to figure out which calls are reaching live people. It is designed to eliminate disconnects and answering machines. However from my experience you loose about 35% of you’re “pitch able connects” due to the customer saying hello twice. In my office we use a 6 man dialer that calls out on 8 phone lines. My reps pitch 100% of every person that answers the phone because they hear the call ring into the home owner. Each six man dialer should be able to generate about 30-40 mortgage leads per day.

Hosted predictive dialers

Hosted predictive dialers (aka: Web-based predictive dialer, or VoIP Predictive Dialers) use the hosted servers in their model to provide organizations and individuals with a predictive dialer capability without having to buy expensive hardware or phone systems.

Pros:
-No required investments in computer or telephone hardware
-No required investments in software or licenses
-Administration and support are handled by the service provider
-Links into the system are remote, enabling agents and supervisors to connect from any location
-Software updates and upgrades included.

Cons:
-Service is dependent on an internet connection; when the internet goes down, so does the service
-Providers using VOIP as their primary delivery method experience limited reliability and performance. There are services with analog phone capabilities but they usually limit you to a certain computer. The services that offer a full VOIP are usually a fix cost and unlimited dialing capabilities.

Auto Dialers

Definition: An auto dialer is an electronic device that can automatically dial telephone numbers to communicate between any two points in the telephone, mobile phone and pager networks. Once the call has been established (through the telephone exchange) the auto dialer will announce verbal messages or transmit digital data (like SMS messages) to the called party.

English: the key technology for auto dialers is the ability to detect the difference between a live human pickup and answering machine or disconnect. These are a little outdated with the newer predictive dialers and hosted services being so much better. I don’t know of any auto dialers that can come close to the basic predictive solutions out there.

OVERVIEW and CONCLUSION

With over 8 years of dialer experience in different sized call centers I have come to one major conclusion in dialing as we know it. Predictive dialing is the absolute best way to go. I use the 6 agents x 8 lines per dialer method because my reps get to pitch every single person. This model is great for the small to midsized operations. The nice thing with my hardware systems is that you can stack multiple dialers on one computer so growth is pretty inexpensive in comparison with some autodialing systems that require a computer at each station.

The Auto dialers are almost a thing of the past. The only settings they are good for is big call centers that have 100s of agents and really need to use the Voice Recognition. Due to big payroll costs. These centers have to be only talking to live people even if they loose 35% of the pitches due to the delay. These are not good fro small to mid size operations.

The one down side to the predictive dialers is that they are an investment. They can be costly and for most small business it’s hard to come up with the capitol for a system like this. What I suggest for shops like this is to start out using a cheaper hosted service until you make enough to invest in the in house system. Hosted dialing can be very good but it’s still just a stepping stone to the hardware systems.

Thanks!

Diversification!

Monday, August 22nd, 2011

Off the topic of Direct Marketing I have been thinking of alternate ways for LOs to make money while you grind this thing out. You don’t even have to change much about what you do EXCEPT WORK A LITTLE HARDER for your potential borrowers and TURN DOWNS!!!

Think about this for a second……We are all taking more applications now than we have in the last couple years but for most it’s the qualifying the prospects that is the issue. I talk to so many Loan Officers and Brokers a like that just throw that stuff away…….WHY WOULD YOU DO THAT? Your trash is another man’s treasure and actually its a treasure to you but most just don’t know it yet.

Here is what I would be doing if I was a full time LO….

Do which ever marketing I like best and then really really WORK THE LEADS! Work the potential Refi to the bone until there is absolutely no deal there. On all the turn down leads we have all got to start helping these people. There are other ways that may require any Loan Officer to get out and network to help the homeowners in other financial ways….

I would try building relationships with other professionals in other lines of finacial services….

First- credit repair companies–I know most of them pay you a commission for the repair job and then they send you the borrower back for the loan after things are fixed. You not only go the extra mile for your client but you also make a little money on the side form the CR company.  This helps you help a client that needs it and that gives you the chance to put them in your client base for later as well as earn referrals through them.

Another example would be to learn loan modification. 9 out of 10 applications taken DO NOT qualify for a loan, so in my mind you should try and modify their loan with their current lender and make a small commission for HELPING your client. Again this was a turn down before and it could be turned into revenue and maybe even a future deal and more than likely a referral or two for another modification. (you would not believe how much home owners talk about not being able to refinance with each other) If you go the extra mile on either of these two ways or even debt settlement or something like that you will be helping home owners the same way, FINANCIALLY, and still be making money as well as building your client base for future.  Some of these companies are set up differently so finding the right one for you can be difficult.  I have done extensive research on this and if you would like information you can email me off the board for the names of the companies I would suggest using.

Sorry to go off on a rant but i see so many people complain about turn downs and lenders not lending to hardly anyone, but really they should be trying to figure out how to try and help these clients out. There is a lot of money to be made rehabbing or modifying loans as well as credit repair and settlement. START DIVERSIFYING IF YOU WANT TO LIVE AS WELL AS YOU MIGHT HAVE IN YEARS PAST IN THE INDUSTRY!  Especially considering some of the people you all run into can’t even modify because they are too far upside down.  Another GREAT way to build Realtor referrals for short sales.  You simply can’t loose if you build yourself a network of industry professionals to send your turn down and bail out deals to.  Net working has never been easier with over 95% of all home owners in need of some sort of financial service.  You area already taking the time to talk to them to find out about the refi…if you turn over just half your turn downs you not only cover part of your over head but you also build your clients for later.  We know lenders will lend again at some point.  he who has the biggest over all client base will be the one who makes the most money when this happens.

I’m in hopes this message gets at least one person motivated again, all the negativity does get overwhelming after a while and there truly is a ton of money to still me made in financial services. Lets get on it!

Mortgage Leads and You

Monday, August 22nd, 2011

Not all leads are created equal, and understanding this concept can save (and make) you a lot of money. First, it’s important to grasp the different types of leads you can expect to come across during your marketing campaign.

Real-time leads are generated within seconds of an opt-in, which greatly increases your chance of closing a deal. When the idea and desire for your services are still fresh in the consumer’s mind, it is much easier to sell something to them. This, of course, makes real-time mortgage leads some of the most expensive leads available, but with one of the highest returns on investment.

Pre-screened leads are prospects that have been pre-qualified by a lead company’s in-house call center before they can be sold. These leads are great because the chance of getting bad lead info is virtually eliminated, saving you lots of time that you would have wasted with bogus information. Additionally, these leads are usually guaranteed to meet the criteria for a sale, and this can increase the chance of landing a deal. These are sometimes referred to as “verified leads”.

Aged leads are time stamped data that is usually sold as 30, 60 or 90 days old. These leads are much less reliable than the leads above, but are also cheaper, allowing you to tap a broader demographic without breaking the bank. Often, lead companies will recycle these leads, having purchased them for a few pennies cheaper than they intend to sell them. When this is the case, there is often not a time stamp associated with the information, and these leads have generally been contacted several times already.

Exclusive leads are sold only to one or a very limited number of clients, usually under 3. Some lead companies twist their verbage, however, to allow them to sell these “exclusive” leads up to 10 times in some cases. Be sure to ask your lead broker what their policy on exclusive leads is, because it is not often a good idea to call a customer who has already received several similar offers in a short period of time.

Be cautious about dealing with larger lead companies, as they oftentimes have fine print allowing them to sell you short on what you are buying. Be sure to deal with a trusted company that puts a lead buyer’s interest first, rather than relying on bulk business. When your broker treats you well, be sure to stick with them, as a good lead broker is hard to come by these days. Sometimes, it is a good idea to look for companies that offer more than just leads. A well rounded direct marketing company Usually, these types of businesses practice what they preach and won’t sell you leads they wouldn’t use themselves. Still, it may be a good idea to start with a smaller sampling of leads when you are trying a new company to see what the quality of their data is like, but remember that small campaigns, especially in direct mail, can generate false positives in your marketing reports which could cost you down the line.

Best Rate Referrals is a direct marketing company based out of Las Vegas, NV. They are partnered closely with giant Leads360, and are a full featured direct marketing firm complete with an in-house call center, print & mail department and internet marketing division. Best Rate Referrals’ owner, Ray Bartreau, has created a proprietary lead generation and verification system that harvests high-quality leads from trusted and internal sources. The conversion ratios for leads used in correctly targeted marketing campaigns are generally higher than most other lead brokers due to this system being in place. They offer free leads with many purchases and run regular specials for new and repeat customers. Visit Best Rate Referrals’ mortgage leads page for more information, or call 1-800-811-1402 for more information.

How to Succeed With Direct Mail

Monday, August 22nd, 2011

A lot of business owners are mystified and frustrated by direct mail marketing. The fact is, small and medium businesses can benefit so much from direct mail that they can hardly afford not to market this way. If you are looking to get into direct mail or are trying to increase your success rate with an existing campaign, this article is aimed to give you the tips you need to move forward and succeed in your efforts.

First, it is most important to understand the functions of direct mail. There are several things you can do with a postal campaign, such as lead generation, clearance of old product, broadening of your market base, creating repeat business with existing customers, branding and rapport building. Think about this when organizing your marketing and ask yourself, “How can I get the most out of a single mailing?”

Second, and almost equally important, is what your advertisement itself looks like. If you have a generic looking mailer that doesn’t stick out of the pile of junk mail the potential customer is bringing into their home every day, they’ll never even see your offer. The response rate for mailers is usually in the 1.5-3% range, but if your mailer is invisible, you can bet it will be lower. Use colors that contrast but enhance the overall message of the offer. Bold, sans-serif fonts are easy to read from a distance and really stand off a page. Find a designer who can create visually appealing designs that make sense to you. Before you print, show the proof to a friend or colleague and ask their opinion without giving yours first.

Third is information hierarchy. If you are selling a $10,000.00 product, it is not often a good idea to make the price the largest part of the design. Think about the order in which the user will absorb the information you are giving them. We live in an online era where short, relevant paragraphs separated by white space are the norm, and it is what your target audience will likely be accustomed to and expect from products they buy online all the time. Mimicking the web in your designs can assist in creating a comfort not often associated with print media anymore.

Finally, you must carefully choose your mailing list. If you aren’t targeting your leads right,  you won’t even get your foot in the door. Make sure you pay close attention to your demographics both at a regional and state level. Take into account local foreclosure rates and other financial factors in the areas you target. They may be in different shape than they were just a year or two ago, so know your mailing zones. Additionally, you may consider purchasing a dialer to hit your leads twice, once in the mail and once on the phone. Often, mailing lists include data such as email addresses and telephone numbers, so make sure to ask your broker if your records will include that info.

If you follow these guidelines, your mail response rate should increase in time. Best Rate Referrals has decades of combined experience in the direct mail industry, and we put these concepts into practice every time we do a mailing of our own. We want  you to succeed and see a great return on your investment, so we provide custom tailored direct mail solutions with hand-picked lists sorted and configured to your needs. Visit our homepage for more information on mortgage direct mail or to order leads, lists, dialers, mailers, telemarketing training resources and more.

Direct Mail – part 2

Wednesday, April 2nd, 2008

Once you get your target audience down you have to figure out just exactly what you are going to send them. There are all types of mail pieces from post cards, to personalized handwritten letters, to black and white printed letters for mass mailers, to full color letters that show a high professionalism IMO, to even snap pack letters that print on inside of the envelope with tear off edged. Thats just the content options themselves, then you have packaging. IF you are targeting a very small audience and you are hand writing the letter you are probably going to simply handwrite the envelope and send it. Time your area by sending yourself a piece and make sure it hits on either a Tuesday Wed or Thursday (best from my experiences)

If you don’t want to do it yourself because it takes too much time find yourself a trustworthy mail house. As you search the internet you see many print houses or mail houses advertise all kinds of different color envelopes with sizes and tricky printing, etc…. The thing to most think about when looking for your piece is…

1) what’s my budget? (try to find yourself the best way to reach the MOST targeted audience for your budget)

2) How saturated is your state or the audience you are mailing? (this will make a huge difference in how you hit them) If you are mailing to a small town state like WI or AL you may want to use a nice color piece letter with a picture. Color envelope is helpful but really a standard #10 black and white will do since these folks are hit as ofter and they will open almost every mail piece. This will give them that sense of comfort they are used to.

You can do the same thing in bigger cities but since they get hit harder I like to use unique packaging and cheaper print (black and white) so that you can reach a few more people with you budget. If they open it they will read it usually. The bigger cities are hit more often nationally by many industries so keep that in mind when picking out your envelope. It has to either look very official or be a difference size or color than most mail, (my favorite is official looking ones as in these times people want security in any financial move they do.

3) If you choose to do post cards there are two things to think about….
Pros and Cons

Pros.
-They see your face and read your message right away
-they are much cheaper than direct printed mail
-great for converting renters to buyers
-since they are cheaper you can hit almost 40-50% more people in one drop or you can drop multiple times to the same list to get name recognition

Cons.
-they look cheaper to some consumers that frown on them
-They are not as personal
-they get much lower response on refi drops (they do good on purchase campaigns though)
-its hard to get a good point across to them with such a small amount of room to print on

IN CONCLUSION: If you are going to mail you get your list and then find an affordable way of mailing to them. Think about the homeowner and what they would open first of all and then make the content something readable. It can’t be boring, make it pop. If you have never mailed before try to find an honest mail house that can print and mail for you. They normally get the best rates in the biz and the good ones don’t mark up the postage on you which saves you money as well. Not many of them include the data source with your mailing but you can can find one that does then you may want to go with them. If the mail piece drops and fails you only have one company to call and blame not a mail house and then a data vendor. Just do good research on finding one and you should be good.

Mortgage Direct Mail – part 1

Wednesday, March 26th, 2008

There is a lot to think about when looking into doing a direct mail campaign.

The first thing I would do is to think of a target audience or a niche that you want to be doing such as FHA, reverse, ARMs, purchase, bailout, etc….

The next thing you need to do is figure out how to get the best list of home owners that fit that target audience criteria.

For example if you are targeting for loan products that require high ficos you want a list of home owners that have decent credit and the only way to get that is to get credit data either from a list broker or directly form the credit bureau.

Another example would be if you were looking for ARM recast data to do a mail piece to the ARMs coming due. Most list brokers now have access to this. You can also target the purchase market by pulling a list of renters within a certain area in which they make a good income and or they have good credit.

The demographics of these lists can be targeted by a number of measures….city, county, state, zip codes, radius of a location, etc.

The main thing to worry about when looking to drop a mail piece is your list. This is the most important component of any mail drop. There are a few other factors such as the print, the envelope, the day of the drop, etc. and I will touch on all those as well as the Direct Mail portion continues.

If you have any questions about direct mail please shoot me an email.

Thanks!

Predictive Dialers vs. Hosted Dialers!

Thursday, March 6th, 2008

DIFFERENT TYPES OF DIALERS

Hardware Predictive Dialers

Definition: The predictive dialer uses a variety of algorithms to predict both the availability of agents and called party answers, adjusting the calling process to the number of agents it predicts will be available when the calls it places are expected to be answered.
English: A predictive dialer is a computerized hardware system that automatically dials batches of telephone numbers on multiple lines for connection to agents assigned to call stations. Predictive dialers are widely used in call centers and are very effective when ran correctly.

My favorite type of Predictive dialing is the hardware based systems that have NO VOICE RECOGNITION. This is a program that causes a slight delay due to the software trying to figure out which calls are reaching live people. It is designed to eliminate disconnects and answering machines. However from my experience you loose about 35% of you’re “pitch able connects” due to the customer saying hello twice. In my office we use a 6 man dialer that calls out on 8 phone lines. My reps pitch 100% of every person that answers the phone because they hear the call ring into the home owner. Each six man dialer should be able to generate about 30-40 mortgage leads per day.

Hosted predictive dialers

Hosted predictive dialers (aka: Web-based predictive dialer, or VoIP Predictive Dialers) use the hosted servers in their model to provide organizations and individuals with a predictive dialer capability without having to buy expensive hardware or phone systems.

Pros:
-No required investments in computer or telephone hardware
-No required investments in software or licenses
-Administration and support are handled by the service provider
-Links into the system are remote, enabling agents and supervisors to connect from any location
-Software updates and upgrades included.

Cons:
-Service is dependent on an internet connection; when the internet goes down, so does the service
-Providers using VOIP as their primary delivery method experience limited reliability and performance. There are services with analog phone capabilities but they usually limit you to a certain computer. The services that offer a full VOIP are usually a fix cost and unlimited dialing capabilities.

Auto Dialers

Definition: An auto dialer is an electronic device that can automatically dial telephone numbers to communicate between any two points in the telephone, mobile phone and pager networks. Once the call has been established (through the telephone exchange) the auto dialer will announce verbal messages or transmit digital data (like SMS messages) to the called party.

English: the key technology for auto dialers is the ability to detect the difference between a live human pickup and answering machine or disconnect. These are a little outdated with the newer predictive dialers and hosted services being so much better. I don’t know of any auto dialers that can come close to the basic predictive solutions out there.

OVERVIEW and CONCLUSION

With over 8 years of dialer experience in different sized call centers I have come to one major conclusion in dialing as we know it. Predictive dialing is the absolute best way to go. I use the 6 agents x 8 lines per dialer method because my reps get to pitch every single person. This model is great for the small to midsized operations. The nice thing with my hardware systems is that you can stack multiple dialers on one computer so growth is pretty inexpensive in comparison with some autodialing systems that require a computer at each station.

The Auto dialers are almost a thing of the past. The only settings they are good for is big call centers that have 100s of agents and really need to use the Voice Recognition. Due to big payroll costs. These centers have to be only talking to live people even if they loose 35% of the pitches due to the delay. These are not good fro small to mid size operations.

The one down side to the predictive dialers is that they are an investment. They can be costly and for most small business it’s hard to come up with the capitol for a system like this. What I suggest for shops like this is to start out using a cheaper hosted service until you make enough to invest in the in house system. Hosted dialing can be very good but it’s still just a stepping stone to the hardware systems.

Thanks!

HIRING A TELEMARKETER TO DIAL FOR YOU!!

Friday, February 22nd, 2008

WHATS THE BEST PAY STRUCTURE?

The first thing to consider is that most of the telemarketing world does require a base rate of pay. Most telemarketing jobs are hourly plus commissions and sometimes spiffs and bonuses are included. On average you will want to budget approximately $300-$500 a week for your telemarketer (depending on how productive they are.) Each pay structure is production-based. Therefore, the more leads your telemarketer generates, the more they get paid.

The second thing you need to investigate are the state laws in your area to see what type of worker you can hire (1099 or W-2). From an accounting standpoint, it is easier and ultimately cheaper to 1099; however, some states do not allow this. If you do hire 1099 independent contractors, you can usually pay about a dollar or two less per hour or even a small $300-$400 per week sliding scale base since they are taking home more than a W-2 employee. (Please consult your local laws regarding employment. Each state is different and I do not offer legal/accounting advice on this subject.)

Here are a couple pay structures I would recommend…

1) Advancement Opportunity

This is one of our favorite pay structures and business models for hiring telemarketers (TMs). We have clients using this model right now and it works wonders on overhead and production. You are already looking for money- motivated people, and like everyone else, they want to advance in life. People generally want to advance their careers and definitely their paychecks, so we can use this human instinct to our advantage. Finding yourself a TM that is highly motivated to learn a new industry and advance within your company is going to be your best employee.
After hiring the individual, give them a goal to reach within the company. For example, start them at a flat hourly and commission per funded deal ($100-$300 is a standard loan bonus). IF or WHEN they generate 10 funded deals for the company (within the first three months), you will promote them to a Jr. Loan Originator. This is really just a glorified telemarketer position, except now they would be required to get the full application as well as gather docs. At this point, you can put them on a small $250-$350 per week base plus 15-20% of each deal they generate. Keep in mind that they are taking the full application as well as gathering docs, so a Senior Loan Officer or Processor only has to price and place the file.
By setting this target, it gives them a goal within their career to reach. You can make it 15 or 20 deals if you want. It’s all about making them see that goal and wanting to get there as fast as they can. The faster they get to that goal, the more beneficial to you they are. It’s no different than an athlete making it to the big leagues or a stock broker becoming senior broker. It’s the same concept played out in a different profession. You can even take it further once they reach this point. Give them another goal. Once they hit another 10-15 loans at this tier, you can move them up again. Take away their salary and put them on 30-40% commission-only. This will mean more money than most telemarketers have ever had the opportunity of making. With just one or two of Jr. Loan Originators per office, you will have a profitable mortgage shop.
You will find a lot of people that love this pay structure and work very hard for you, as long as you keep the dream in their sights. It is essential that you keep the dream of them one day becoming a Loan Officer. Only a small handful of people will ever stay long enough to advance this far, but again, if you can get that one or two you will be golden. Not to mention, you will still make a good living off of the TMs that start the path with you and never finish. You simply cannot lose if you have motivated people dialing for you, and you know how to keep them motivated. One of the best ways to do that is to show this advancement opportunity model.

2) Locally Competitive Standard

The next pay structure is one of the most widely used in the telemarketing industry. Look in your local paper for companies hiring telemarketers to see exactly what you need to pay in your area. Most ads will even read x hourly, plus commissions, and give the weekly schedule and hours. This is the easiest way to start, but with a higher base and a lower commission, your TMs can get too comfortable and lose their drive to produce and succeed. Most lead generators and appointment setters are used to making an hourly wage plus a small commission. It is the easiest pay structure to hire telemarketers with because of the guaranteed hourly.
DO NOT EVER GO COMMISION-ONLY when hiring new reps. The majority of the time it is hard to hire someone on a commission-only basis. There are only a few instances when using this type of pay structure will be to your benefit:
1. When you have a rep that wants to go from full- to part-time, you can give them the option to go commission-only at $15-$25 per lead. This works best with college students and people that have second jobs. It’s also nice because you have a fixed cost per production, and no more concern over paid hours wasted without a lead.
2. If your TM wants to work extra hours above and beyond their normal schedule to make extra money, you can pay them commission-only during the morning hours since most of them will be paid hourly for evening dialing.
3. If you find a TM that has a lot of experience on the phones and they want to get into the mortgage business, pay them commission-only. The majority of these people come from commission-only sales jobs at which they excel. This type of telemarketer may have sold stocks, HGH, ink and toner, tools to contractors, home based businesses, etc. Pay Structure #1 is another good pay structure for this type of individual.

3) Front End Motivated

This is the pay scale we use in our own call center. We use this commission structure since we sell our leads and don’t get paid on the loans; however, this works well for broker shops as well. This pay structure forces consistency. Take a close look at the fact that every single revenue stream for your TM is based on production and consistency… hourly, bonuses, commissions, and even monthly bonuses. The hourly is based on production with a sliding scale. The hourly wage can change every week depending on the number of leads they generate. Telemarketers have the ability to make over $10 an hour plus commissions and bonuses. However, they have to produce (x) number of leads each week. The $10 per hour is not guaranteed unless they stay consistent every week. This bonus structure is set up so that the telemarketer averages .75 – 1.0 lead per hour. Once they are consistently generating you 5-6 leads per day, you should write 6-8 loans off of each TM every month.

Telemarketing Mortgage Lists!

Thursday, January 24th, 2008

How to choose the right call list?

First of all after you’re compliant with a SAN (http://telemarketing.donotcall.gov) you need to figure out what your target marketing will be.  Constructing a proper call list is very important to your success.  It is an absolute must to figure out the target audience and then mold your list around that.  For example… if you target reverse mortgages you want to filter by homeowners that are over the age of 62 and have 60% or lower LTV, scrubbed against DNC of course.  Another one might be to target renters that make a good income to try and convert them to buyers.  Not only is it a great time to buy in most markets with the values so low, but you can also network with realtors this way. 

Now you can get these lists from various different vendors as well as some online sites.  There are numerous databases to pull from as well.  You have the Consumer database which is the most common.  Most every data supplier uses this as their main database because you can pull so many different lists out of it for many different industries.  For mortgage this one isn’t the best though, reason being that every mortgage filter is modeled.  It is derived off of averages in that geography.  The pros of this database are that you can get it a lot cheaper than some of the other mortgage databases.  The cons are that it only runs 65-70% accurate after filtering.  This data usually ranging from 6-12 cents per record depending on the vendor and the amount of filters you use.  This is the database you should use for a small call center to a large one.  Or if you doing a mass mailing to blanket an area.  I use a lot of this database in my call center.   The Filterable columns normally include…

- Loan Type (Variable & Fixed)
- Credit Score Range
- Credit Card User / Debt
- Loan Amount
- Home Value
- LTV
- Loan Origination
- Length of Residence
- Lender Type

The second data bank that is most common is the Prescreened data directly from the credit bureau.  This requires an approval with each buyer as well as third party agreement not to resell the data or misuse it.  The bureau’s data is filterable by credit selects obviously and runs very very accurate.  About 90% is the average accuracy.  This stuff runs between 28-38 cents per record depending on the vendor and filtering.  If you go directly to the bureau and skip the vendors you can get the data cheaper per name but they make you commit to $10,000 per month.  This database is best used by a single dialing LO of a small shop with a bigger marketing budget.  The filters that are mortgage related to this data are…

-Revolving Credit Balance
-Credit Score
-Monthly Payment
-Delinquencies
-Mortgage Origination
-Bankruptcies
-Mortgage Balance
-Length of Residency
-LTV
-Phone Number
-Installment Loan Balance

The third type of list is a specialty list.  This is where you go and find a niche database.  One example of this would be arm recast, or an FHA database.  These are very niche and expensive but if you manually dialing sometime the investment are worth it.  There are compiling agencies that gather this targeted stuff and sell it as a premium.  The compilers include title agencies, certain lenders, etc..

The main thing to think about when paying for a list is to deal with a sales rep that knows their stuff.  Not just some order taker that knows nothing of your industry.  Make sure that they are scrubbing for DNC and also make sure you do your due diligence on picking a legit vendor.  There are a ton of resellers out there and you need to be careful!  Do your research on the company and its track record before diving in with your check books!

Telemarketing for Mortgage Business!

Friday, January 4th, 2008

The first thing we must all do when looking to tele-market for more business is compliance. You must stay compliant with the national and state DNC (do not call) laws. To do this you must get a SAN (subscription account number) from the do not call registry. This SAN registers you so you can call into certain area codes. They give you 5 area codes for free for one year. If you want to call into more area codes then you can buy them. The registry sells them per area code and last time I checked they ran $65 each. Stick to the 5 free that you can start with and when you make money. Then buy some other area codes if you need to venture outside your call zone.

List- Now once you have your San number you want to start looking for a list. The main thing to think about is no matter what list vendor or Title Company you use, no matter what database they pull from, always make sure you ask them if they are scrubbing for DNC. You would be suprised what some people are doing out there. Oh wait this is a mortgage forum what am I saying, nothing can suprise you guys. Just make sure your lists are scrubbed for DNC by your SAN #. There are many types of databases that you can pull from which is another post for another day soon….

Phone line- you want to make sure that your caller ID states the name of your company and has a call back number that is reachable with an opt out message. There are some fine lines that people cross all the time but I would not suggest doing it. It’s easy to set up with what ever provider you use. They will all let you put what ever you want to show on their caller id, etc. No matter if you go VOIP or not that is a discussion for another day.

Scripts-think of a niche you want to call on and develop yourself a good script. You can find them all over the place on line. In a lot of places for free. Find some of those and get some ideas for your own. Think about if what market you want to target, sub-prime, arms, reverse, etc… Then write your script to target that market. This also becomes important when compiling your list. The main thing I always tell everyone is to keep the initial part of the script short and grab their attention. There are many ways to do this. Ill help with this later on in this thread as well.

Dialers-when starting out don’t worry about dialing systems. Get a real analog phone line or a VOIP one if you have to. Then start pounding away using your pre written script. Once you have your pitch down and you feel comfortable then we can start worrying about dialers. For those of you that are experienced in this and are ready for or have used dialers, I will talk about that soon so stay tuned. There are so many systems out there that you want to have all the knowledge about each type. I’ll share this with you in the next post or two.

Review, get set up for SAN, make sure phone line is right, get a list provider, and hang on for the ride. For those of you who are already dialing definatly stay tuned, I can teach you guys a few really great tricks as well to increase your production. Trust me I have 24 Tele marketers myself.   I’ll be teaching you all that I have learned over the years in the next few posts.