Innovations in Lead Generation August 13 th , 2007

The Unconference Law of Experts : The sum of the expertise of the people in the audience is greater than the sum of expertise of the people on stage. Agenda Innovations in Lead Generation Lead Industry – Where we have been Innovations and their effect on your business Long-form leads Short-form leads Lead Management Systems Hot Transfer Leads Short Form leads with Social Security Numbers Short form leads with Credit Banding The Lead Exchange business model What else?

Law of Experts : The sum of the expertise of the people in the audience is greater than the sum of expertise of the people on stage.

Agenda

Innovations in Lead Generation

Lead Industry – Where we have been

Innovations and their effect on your business

Long-form leads

Short-form leads

Lead Management Systems

Hot Transfer Leads

Short Form leads with Social Security Numbers

Short form leads with Credit Banding

The Lead Exchange business model

What else?

Mortgage Lead Historical Timeline 1998 – LendingTree launches 1998 - GetSmart launches 2000 – LoanWeb Begins 2002 - LowerMyBills launches mortgage leads 2004 – Lead Management Systems LeadROI and Leads360 launch. 2004 – LowerMyBills launches leads with consumer SSN 2005 – LeadPoint Launches Exchange Marketplace model 2003 - Lead Management System LeadMailbox launches 2006 – Root Exchange launches the 2 nd lead marketplace exchange 2007 – Leads2007; the first conference dedicated solely to Internet Mortgage leads FY2004 – Lead Gen Industry worth $193MM FY2005 - $753MM FY2006 - $1.3B

Historical Interest Rates Mortgage Interest Rates

Historical Interest Rates

Also Happening… Dot Bomb!!!

Industry Perfect Storm Historically Low Interest Rates Unprecedented levels of Consumer Interest – “Refi Boom” Advertising Costs Exceptionally Low Dot-Bomb caused advertising to be very inexpensive on-line Result: Customer acquisition was very inexpensive Conversions were very good due to low interest rates and sky-high consumer interest Margins were very high

Historically Low Interest Rates

Unprecedented levels of Consumer Interest – “Refi Boom”

Advertising Costs Exceptionally Low

Dot-Bomb caused advertising to be very inexpensive on-line

Result:

Customer acquisition was very inexpensive

Conversions were very good due to low interest rates and sky-high consumer interest

Margins were very high

Innovations in Lead Generation What technology innovations will have the most significant impact on ROI? What drives ROI? Acquisition Costs Conversion Rates Fee Incomes/Average Loan Sizes

What technology innovations will have the most significant impact on ROI?

What drives ROI?

Acquisition Costs

Conversion Rates

Fee Incomes/Average Loan Sizes

Innovations in Lead Generation What technology innovations will have the most significant impact on: Conversion Rates Fee Incomes/Average Loan Sizes

What technology innovations will have the most significant impact on:

Conversion Rates

Fee Incomes/Average Loan Sizes