When Internet and offline marketers would start talking about mortgage leads, they are actually referring to the fresh ones. These are the prospects who have recently signed up in their mailing lists, requested a free quote, submitted a feedback form or question in their Contact Us page, found them in the Yellow Pages, or signed up to their registration form during trade fairs and exhibits.
The nice thing about fresh leads is that they have very high interest over your business. They are easy to persuade to get the offer, if you already have one. What’s more fresh leads are a lot convenient to track since they can provide you with the most recent information, such as their telephone number and e-mail address. The data they provide you can also give you some ideas of what they’re really looking for. If not, any information they provide you will help you identify if they are definitely the prospects that you’re looking for.
There are a lot of ways on how you can get these fresh leads. You can get them for free, such as when you create your own mailing list or when the leads personally come to you. You can also buy them from lead-generating companies.
What about Aged Mortgage Leads?
Aged mortgage leads, on the other hand, are definitely not fresh leads. They are the ones that have been used and then rejected, or completely unused for a month or more than that. Now not a lot of marketers would definitely want to get them simply because they are already old. It could be that they are no longer interested with your products or services, or they already have a completely different set of wants or needs.
Nevertheless, they can still be useful for the following reasons:
1. You can get them at a much cheaper rate.
Because they are already old, they will be offered to by lead-generating companies at half the price of the new leads. If you’re on a tight budget but you still like to start with well-researched and comprehensive list of prospects, you would definitely like to get historical mortgage leads.
2. You can still offer something to aged mortgage leads.
You should always keep this simple rule every time you do lead generation: there’s no such thing as useless leads. It’s all a matter of how you are going to make them useful for your business. Just because they have remained leads for the past months doesn’t mean that they no longer have worth. Their priorities may have changed, but their new needs could be those that you can provide.
For instance, fresh leads would be busy searching for companies who can provide them with home equity loans. This way, they will be able to pay off their mortgage and other obligations without a lot of financial constraints. Historical mortgage leads, on the other hand, could now be after refinancing. This could be because their first loan wasn’t enough to help them sustain their household expenses.
3. You can practically have these leads all by yourself. Lead-generating companies are willing to get rid of them, because they are not really giving them profits. Most marketers don’t want them because they’re after the new ones. Simply put, if you focus on historical mortgage leads, you are actually tapping on a niche market that doesn’t have a very strong competition. This will give your business a good head start or advantage over the others.
Historical mortgage leads can still provide you with the profits that you need for your business. What’s more, they can boost your ROI since you only have to make a very small investment.
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