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LIVE Hot Transfer Mortgage Leads (PPT)

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LIVE Hot Transfer Mortgage Leads (PPT)

  1. 1. DoublePositive Marketing Group LIVE Hot Transfer Mortgage Leads for Mortgage Originators DoublePositive Marketing Group 1030 Hull Street : : Suite 300 Baltimore, MD 21230 www.doublepositive.com 888-DPOSITIVE
  2. 2. About DoublePositive DoublePositive Marketing Group, Inc. was founded in 2004 with the specific purpose of bridging the “last mile” of converting traditional (data-only) leads into sales. • Evolved the model of lead generation • Strategic partnerships with lead generators • Business Process Patent for “Hot Transfers” and “DOUBLEconfirm” process • PriceWaterhouseCoopers and Entrepreneur magazine’s list of Top 100 fastest growing small businesses in the US
  3. 3. What Are LIVE Hot Transfers? When you begin receiving LIVE Hot Transfers from DoublePositive, you instantly become more productive. Potential borrowers are all put through our DOUBLEconfirm™ process, which results in: • 100% Contact Rate • Only INTERESTED Borrowers • Only QUALIFIED Borrowers
  4. 4. How LIVE Hot Transfers Work LIVE Hot Transfers involve a 3-step process, which delivers live consumers who have the highest probability of converting. 1 2 3 INTERESTED CONSUMER LIVE CONTACT LIVE TRANSFER Consumers express interest DoublePositive’s call center The call center agent in a free mortgage quote by agent contacts the consumer, transfers the call to a submitting an online form or verifies the consumer’s mortgage specialist, and the calling a toll-free number. information and confirms sales process continues DoublePositive gathers lead their interest in speaking with between the mortgage data and sends it to a call a mortgage specialist. specialist and consumer. center in real time.
  5. 5. Step 1: Interested Consumer • Every LIVE Hot Transfer starts with a 1 “proactive expression of interest” by a potential borrower via: INTERESTED CONSUMER Consumers express interest • Search Engines queries for terms like “free in a free mortgage quote by submitting an online form or mortgage quote” calling a toll-free number. DoublePositive gathers lead • Email Advertisements data and sends it to a call • Banner Advertisements center in real time. • Borrowers either fill out an online form or call a toll-free number and a call center captures the borrower’s information.
  6. 6. Step 2: Live Contact Making Contact With Borrowers 2 LIVE CONTACT • The call center attempts to make DoublePositive’s call center contact with a borrower for 3 agent contacts the consumer, verifies the consumer’s consecutive business days, then the information and confirms leads are removed from the queue. their interest in speaking with a mortgage specialist. • Call center agents are instructed to say that they are calling on behalf of “The Mortgage Quote Network” regarding a recent request for information about a mortgage quote.
  7. 7. Step 2: Live Contact Confirming Interest 2 LIVE CONTACT • Our process is designed so that only DoublePositive’s call center agent contacts the consumer, borrowers genuinely interested are verifies the consumer’s information and confirms transferred: their interest in speaking with a mortgage specialist. • Triggers are in place that allow non- interested borrowers to disengage. • Non-interested borrowers are rejected.
  8. 8. Step 2: Live Contact Overcoming Mild Objections 2 • Our call center agents are trained to reject borrowers LIVE CONTACT that are not genuinely interested in receiving a free DoublePositive’s call center mortgage quote, but they are also trained in overcoming agent contacts the consumer, certain mild objections that are often encountered: verifies the consumer’s information and confirms • Not Enough Time their interest in speaking with Response: “It should only take 3-5 minutes of your time.” a mortgage specialist. • My Spouse Made The Request Response: “Do you make joint decisions? Would you like to take down the information on behalf of your spouse?” • I’m Already In The Process Of Refinancing Response: “Is there any harm in just obtaining a free quote in order to ensure that you are indeed getting the best deal? There is no obligation.” • Can’t Beat My Current Rate / Payment Response: “Is there any harm in just obtaining a free quote? There is no obligation.”
  9. 9. Step 2: Live Contact Pre-Qualification of Borrowers 2 • Our DOUBLEconfirm™ process only allows pre-qualified LIVE CONTACT borrowers to be transferred based on a few critical DoublePositive’s call center pieces of information: agent contacts the consumer, verifies the consumer’s • Screen Out Properties Not Within Your State Criteria information and confirms Call Center: “Are you still in Los Angeles, California?” their interest in speaking with a mortgage specialist. • Screen Out Mobile/Manufactured Homes And Mismatched Loan Types Call Center: “That property you’re looking to refinance is a single family home? That’s not a mobile or manufactured home is it?” • Additional filters are applied based on the borrower’s lead data as part of the DOUBLEconfirm™ process: • $100,000 minimum property value • Borrower’s self-assessed credit (Excellent, Good, Fair, Poor) • Current LTV filter (optional)
  10. 10. Step 2: Live Contact Consent To Transfer 2 LIVE CONTACT • At this point we have: DoublePositive’s call center agent contacts the consumer, verifies the consumer’s 1. Made Contact With The Borrower information and confirms 2. Confirmed The Borrower’s Interest their interest in speaking with a mortgage specialist. 3. Pre-Qualified the Borrower • Now the call center agent proposes to transfer the borrower live: Call Center: “What I would like to do now is quickly connect you to one of our mortgage specialists at [Your Company Name]. They will be able to help you with that free mortgage quote.”
  11. 11. Step 3: Live Transfer Live Call & Data Transfer Process 3 LIVE TRANSFER • Call Center Agent Makes Contact With Mortgage The call center agent Originator transfers the call to a mortgage specialist, and the Call Center: “Hello, this is [agent’s name] calling from sales process continues the DoublePositive call center. I have John Doe on between the mortgage the line. His phone number is 410-555-1212.” specialist and consumer. • Originator Enters Borrower’s Phone Number Into DoublePositive Client Extranet This phone number lookup brings up the lead information associated with the borrower.
  12. 12. Step 3: Live Transfer Live Call & Data Transfer Process 3 LIVE TRANSFER • Call Center Agent Takes Borrower Off Of Hold, The call center agent Introduces The Two Parties, And Completes the transfers the call to a mortgage specialist, and the LIVE Hot Transfer sales process continues Call Center: “Hello, John. I have [loan officer’s name] between the mortgage on the line. He can help you with that free mortgage specialist and consumer. quote. Go ahead [loan officer’s name].” • The selling process continues between the loan officer and the borrower. • Call center agent disconnects from call • The entire call is recorded and made available to clients via the DoublePositive client extranet
  13. 13. Conclusion & Summary • Every DoublePositive transfer passes through our DOUBLEconfirm™ process, which delivers the highest probability of converting because the transfers provide: • 100% Contact Rate • Consumers Who Are 100% Interested in Receiving a Free Mortgage Quote • Consumers Who Are 100% Pre-Qualified
  14. 14. Frequently Asked Questions • What conversion ratios (from transfers • Are there any special phone or to findings) are DoublePositive clients Internet technology requirements to experiencing? receive LIVE Hot Transfers? Our clients overall conversion rates tend No. All you need is a phone number that to be directly related to the size of their is dedicated to receiving Hot Transfers organization and the number of and a standard web browser. experienced loan officers taking Hot Transfers. • Can we have the inbound Hot Transfers routed to a receptionist first, and then re-directed to a loan officer? • Is credit pulled on the borrowers prior Yes, but this is not recommended. to the transfer? Getting the borrower off hold and Out of privacy concerns, we do not collect speaking with a live loan officer ASAP is social security numbers. Thus, we do not a key to the effectiveness of our Hot pull a borrowers credit. Credit filters are Transfers program. based on self-assessed credit. • Are the conversations between the call • Are LIVE Hot Transfers exclusive? center agents and the borrowers Hot Transfers are exclusive to your recorded? organization. The consumers associated Yes, All conversations between with the transfers that you receive will not borrowers and the call center are be transferred by DoublePositive to any recorded and are available for your other sales professional. review within 24 hours of the transfer. • What is the minimum initial commitment? What if I want to cancel? DoublePositive offers a flexible pricing model with no minimum order. There are no long-term contracts or commitments. Thus, the pressure is on us to keep you satisfied.
  15. 15. DoublePositive Marketing Group, Inc. The Cascade Building 1030 Hull Street : : Suite 300 Baltimore, MD 21230 www.doublepositive.com 888-DPOSITIVE CONTACT US NOW TO GET STARTED!

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