Written by Anita Knight
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Within 24 hours of the credit score being pulled, the homeowner is flagged as a trigger lead and the credit bureaus enter them into their trigger database. This mortgage lead is then sent to you so you can call and establish that the homeowner is getting the best deal. These leads can be pulled with credit score, income, phone, and presence of credit card.
Trigger leads can be sent to you on a daily or weekly basis, and companies will work with you to develop a schedule that best fits your needs. These leads are a great supplement to your direct mail or telemarketing campaign. While you are waiting for responses from your other marketing campaigns, you have the opportunity to contact these consumers immediately to offer them a better deal than they may have already been offered. This means that as a sales rep you have new leads to work with everyday.
All consumers are interested in saving money. Utilizing trigger leads is an excellent way to prove to the consumer that you are interested in their quest for home ownership. It's a great foundation in building a relationship and is a win/win for both parties. Using a trigger lead is like giving a second professional opinion. It's a no harm, no foul situation when you can tell a homeowner or an auto buyer you can beat the current deal they are receiving.
Marketing with trigger leads is an easy way to target borrowers that are 'in the market'. There is no convincing them or persuading, as most are seriously looking for financing alternatives and will be open to hear your ideas. The biggest issue we find for brokers is taking the steps to begin the process of working triggers, considering the amount of venues there are for marketing.
Marketing options include appending cell phones or putting together a direct mail or telemarketing campaign. A direct mail campaign can be dropped on a daily or weekly basis and provide a baseline of inbound calls, while cell phones are an especially excellent medium to market with because most people will answer a cell phone before a land line.
Your approach to marketing trigger leads is up to you, because at the end of the day you have to be responsible for generating your own leads. Advertising is very competitive and trigger leads offer a way to use another company's marketing budget to your advantage. Be strategic and select the right criteria for loans you specialize in.
For more information on mortgage list attributes, click here.
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