Transcript LRG DIRECT MAIL - Refi Mortgage Leads

Lead Research Group
Direct Mail: Overview
Highly Responsive Data
Compelling Creative
Mail/Call Tracking Technology
Timing / Consistency
Agents Scripting
•Official
•Any Color
•Gets Opened
Snap Pack: Official Check?
•Customer Engagement Via
Official Dialogue
Brown Craft Envelope:
•Pink Card insert
•Customer Engagement
Via Official Dialogue
Presentation
Credibility
Trust
Ex: Top Performing “Snap Pack”
Circa 2008
•Statue of Liberty
•Official
•Got Opened
Top Performing Snap Pack
Example
•Unique Reference Code
•Official Alert
Client Relations Management
Crm.LeadResearchGroup.com
User: Demo123
Pass: Demo123
•Instant Information
•Stop The Interrogation!
•Credibility
Call Tracking
Kall8 Call Tracking
•Independent Comp
•Call Recordings
•Real Time Reports
•Geography Reports
•Cost Per Lead
Kall8 Geography Report
•Isolate Closing Area
•Define Target Spends
•Spend Money Where
It Makes Sense
The Net/Net - I Want Results!
•10,000 Mailers
•360 Calls
•3.6% Response
•$13.88 Per Call
•10% Close
•36 Deals
•Average $1000
Per deal
•36 Deals x $1000
=$36,000
• $36,000 / $5000
•=720% ROI
Track-N-Trace
Where’s My Mail?
Accutrace
•Independent USPS
Tracking
•Shows Drop Times
•Real Time Delivery
•Geography Reports
•Delivery % Reports
Highly Responsive Data
The Best Part - No One is Mailing To It
Our proprietary data set model uses summarized credit info. along with
dozens of databases to create a consumer overlaid compliant database. Our
Algorithms Determine a likelihood of Debt Load, Potential Mortgage Lates,
incomes, or anything you need. We will also Suppress your data against any
other orders. This insures your data is FRESH.
•Summarized Credit Information
•Full National Change of Address (NCOA) Database
•Coding Accuracy Support System (CASS) Scrub
•Indicators: ARMS, Loan Amounts, Credit Card Lates, Loan Dates,
•Rate Type,
•Modeled Credit Score Range, Second TD Amounts, Age Groups
Building The Mailing Machine
Invoice Paid
Order Unique Data
Create Custom 800 Number
Print: Insert Data and Number
Tracking Barcodes Inserted
CRM Seat Created -Data Uploaded
Dropped Or Fed-Ex to USPS
4 Days Ringing Phones (5500 Min
Order – PMOD)
Sales Type: Assume!
The Beauty of mail is: They are Calling you! Have your salesman do less talking and
more helping.
1. Talk About Company Achievements
2. Talk About Personal Achievements (Client Stories)
3. Talk About The Strength of The Product
Sample:
Hello - This is Matt, how are you today?
Great! Who do I have the pleasure of speaking with?
Perfect, well Cathy we specialize in reducing loan amounts and
rates without the need to refinance, we have a special program called…... Can I ask
what made you call in today?
GET THEM INVESTED – Take Notes on Needs
LRGDirectMail.Com
•Samples
•Tracking Portal
DR: Specific / Quantifiable
Direct Mail Pros
Direct Mail Cons

Highly Filtered Data

Expensive If Done Wrong

Highest Quality Call

24 Hour Calls

Low Call Cost If Done Right

USPS Unpredictable

Callers Are Educated

Callers May Shop
(Readers)
Mail: Nutshell
Watch Out For:
“Murphy's Law”
Direct Mail Pros
Data Is Filtered
 Highest Quality Call
 Can Be Low Call Cost

Consistency is Key

Bad Drops Happen To the
Best of Us
Direct Mail Cons

USPS Can Be Slow
Can Also Be Very Expensive
 No Time Filters
 USPS Unpredictable

Scripting is MOST
IMPORTANT
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30-60% ARE Closable
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