How Insights Driven Marketers Gain a Competitive Advantage

THE POWER OF INTENT
FORMERLY
ELI SCHWARZ
SENIOR DIRECTOR, ENTERPRISE PARTNERSHIPS

KEY MORTGAGE CONSUMER STATS
60% +31%4X
OF MORTGAGE
CONSUMERS VISIT
MORE THAN ONE
THIRD PARTY SITE
OF MORTGAGE LEADS
CONTINUE SHOPPING
AFTER SUBMITTING A
LEAD FORM
THE TYPICAL MORTGAGE
CONSUMER IS SEEN
FOUR TIMES ON 3RD
PARTY MORTGAGE SITES
Conﬁdential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.

consumer reach
lead volume
collaboration
resource optimization
3RD PARTY LEAD CHANNEL

3RD PARTY LEAD CHANNEL
lead quality
competition
lack of control
compliance riskConﬁdential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
consumer reach
lead volume
collaboration
resource optimization

Acquire customers… 
in a way that’s profitable and compliant.

Eyewitness to the consumer’s actions during
the considered purchase journey.

THE JORNAYA NETWORK
DOMAINS INDUSTRIESENGAGEMENT
30,000 10200MM
RUNNING JORNAYA CODE IN THE JORNAYA NETWORKCONSUMER EVENTS / MONTH

JORNAYA TECHNOLOGY RESIDES DIRECTLY ON 30K+
WEBSITES WHERE CONSUMERS ARE SHOPPING
Jornaya-witnessed consumer
behaviors are captured and stored
in a privacy-friendly manner.
LEAD
EVENT
DATA
Universal LeadiD (“Consumer Journey Vin#”) Issued:
80A0DB02-4BA9-6496-1BC1-D5FB609AE03D
CONSUMER ANONYMOUS
IDENTITIES ATTACHED TO
UNIVERSAL LEADID
Persistent
Device ID
Hashed PII
(Email, Phone,
Other)
IP Address,
Geography,
Other

SOLUTIONS TO DRIVE LEAD
PERFORMANCE & COMPLIANCE
IMPROVEMENTS
• REAL-TIME LEAD EVENT ATTRIBUTES
• PREDICTIVE INTENT SCORING
• TCPA PROTECTION

391% 
IMPROVEMENT ON LEAD
CONVERSION EVENT
FASTER IS BETTER
1 min 2 min 3 min 30 min 1 hour 5 hours 1 day
TIME ELAPSED BEFORE FIRST PHONE ATTEMPT
160%
98%
62% 36%
24% 17%
1 MINUTEMaking an attempt to contact a lead by
phone within one minute of their inquiry
dramatically increases the likelihood of
conversion, even if contact isn’t made.

LEAD
SPEED TO DIAL
CALL
CENTER
SPEED TO LEAD EQUATION FOR PURCHASED LEADS
MGMT
SYSTEM

LEAD AGE SPEED TO DIAL
3RD PARTY
WEBSITE LEAD
CALL
CENTER
LEAD
MGMT
SYSTEM

HOW OLD ARE YOUR LEADS WHEN YOU RECEIVE THEM?
LEAD AGE SPEED TO DIAL
3RD PARTY
WEBSITE LEAD
CALL
CENTER
LEAD
MGMT
SYSTEM

2014: 40% OF LEADS LESS THAN 5
MINUTES OLD
Conﬁdential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Conﬁdential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
LEAD AGE IMPROVEMENT IN MORTGAGE
2017: 90% OF LEADS LESS THAN 5
MINUTES OLD

WHO GETS THE LEAD FIRST?
3RD PARTY
WEBSITE LEAD
1ST TO RECEIVE
4TH TO
RECEIVE
5TH TO
RECEIVE
2ND TO RECEIVE
3RD TO RECEIVE
LENDER
LENDER
LENDER
LENDER

AVERAGE DIFFERENCE BETWEEN
1ST & 3RD LENDER TO GET THE LEAD…
40% LESS LIKELY TO ORIGINATE A LOAN

LEVEL OF ENGAGEMENT DURING 
THE WEBSITE LEAD EVENT
LEVEL OF ONLINE ACTIVITY IN 
THE MORTGAGE INDUSTRY
CONSUMER BEHAVIOR

CONSUMER BEHAVIOR
70% OF LEADS : CONSUMERS SPEND 
1-5 MINUTES ON LEAD FORM

CONSUMER BEHAVIOR
45% LESS LIKE TO ORIGINATE A LOAN
 
WHEN THE CONSUMER SPENDS LESS
THAN 1 MINUTE ON LEAD FORM

CONSUMER ACTIVITY IN THE MORTGAGE INDUSTRY
ApplicationRate
Consumer Velocity (Prior Week)
1 Event 2 Events 3 Events 4 Events 5+ Events
Loan Application Rate by Consumer Velocity

CUSTOM CONSUMER INTENT SCORE
PREDICTING LIKELIHOOD TO FUNDPerformanceRelativetotheAverageConversionRate
0%
50%
100%
150%
200%
250%
Each bar contains 5% of total leads - 1 is the best performing 5% - 20 is the worst performing 5%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

TCPA REGULATIONS PRESENT 
ADDED CHALLENGES
• SINCE 2013 EXPRESS WRITTEN CONSENT IS 
REQUIRED TO DIAL
• UP TO $1500 PER PHONE CALL FOR VIOLATIONS
• INDUSTRIES AND CAREERS BUILT ON SUING 
BRANDS & SETTLING LAWSUITS

TCPA LITIGATION
TRENDS SINCE 2013
+31.8% Year-Over-Year Growth in TCPA
Litigation between 2015 and 2016
NumberofLitigations
0
1250
2500
3750
5000
2013 2014 2015 2016
4,860
3,687
3,052
2,220
- Source: WebRecon LLC | www.webrecon.com Published January 24, 2017

AND IT’S EASIER THAN EVER TO SUBMIT COMPLAINTS…

DID THE CONSUMER CONSENT?
WHAT DID THEY CONSENT TO?

ONLY 65% OF LEADS ARE INITIALLY
COMPLIANT WITH BRAND STANDARDS

JORNAYA CLIENTS
DRIVE COMPLIANCE
OVER 95%
46%
Improvement in Disclosure Match
Rate once clients start using with
Jornaya’s TCPA Guardian.
Percent of Leads Compliant with Brand's TCPA Standards
60%
70%
80%
90%
100%
Match Rate Pre-TCPA Guardian Match Rate WITH TCPA Guardian

A TWO PART TCPA MITIGATION SOLUTION:
• VERIFY CONSUMER CONSENT IN 
REAL TIME
• PROVIDE PROOF OF CONSENT IN 
THE EVENT OF A COMPLAINT
TCPA GUARDIAN

“In my experience defending my clients, I’ve had evidence to defend TCPA
complaints. But the Visual Playback provides me with persuasive evidence.”
Outside Counsel who has defended multiple national advertisers in TCPA litigation
“Jornaya’s Visual Playback helped me dismiss a large Class Action TCPA
lawsuit that I estimate saved our business $500,000 in legal fees alone.”
In-House Counsel at Publicly Traded Company
“In the past year we’ve been in four lawsuits in a row. All four were
dismissed by the plaintiffs voluntarily, with prejudice. They won’t come
back again. We could show them the consent.”
In-House Counsel at national advertiser

Get started at jornaya.com | 267.460.7287
Jornaya is the consumer journey insight platform that provides marketers, data analysts, and compliance professionals with the highest-resolution view of the consumer buying
journey. It is the only technology platform that witnesses both first- and third-party consumer interactions in real time and across devices. Meeting consumers at these moments of
intent enables businesses to shorten the distance between data, decision, and action. Jornaya seamlessly integrates with any buyer journey decisioning process or toolkit.
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