LIVE Hot Transfer Mortgage Leads

DoublePositive Marketing Group

LIVE Hot Transfer Mortgage Leads for Mortgage Originators

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

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

How LIVE Hot Transfers Work

LIVE Hot Transfers involve a 3-step process, which delivers live consumers who have the highest probability of converting.

LIVE TRANSFERThe call center agent transfers the call to a mortgage specialist, and the sales process continues between the mortgage specialist and consumer.

3INTERESTED CONSUMERConsumers express interest in a free mortgage quote by submitting an online form or calling a toll-free number. DoublePositive gathers lead data and sends it to a call center in real time.

1LIVE CONTACTDoublePositive’s call center agent contacts the consumer, verifies the consumer’s information and confirms their interest in speaking with a mortgage specialist.

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Step 1: Interested Consumer

• Every LIVE Hot Transfer starts with a “proactive expression of interest” by a potential borrower via:• Search Engines queries for terms like “free

mortgage quote”• Email Advertisements• Banner Advertisements

• Borrowers either fill out an online form or call a toll-free number and a call center captures the borrower’s information.

INTERESTED CONSUMERConsumers express interest in a free mortgage quote by submitting an online form or calling a toll-free number. DoublePositive gathers lead data and sends it to a call center in real time.

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Step 2: Live Contact

Making Contact With Borrowers

• The call center attempts to make contact with a borrower for 3 consecutive business days, then the leads are removed from the queue.

• 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.

LIVE CONTACTDoublePositive’s call center agent contacts the consumer, verifies the consumer’s information and confirms their interest in speaking with a mortgage specialist.

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Confirming Interest

• Our process is designed so that only borrowers genuinely interested are transferred:• Triggers are in place that allow non-

interested borrowers to disengage.• Non-interested borrowers are rejected.


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Overcoming Mild Objections

• Our call center agents are trained to reject borrowers that are not genuinely interested in receiving a free mortgage quote, but they are also trained in overcoming certain mild objections that are often encountered:

• Not Enough TimeResponse: “It should only take 3-5 minutes of your time.”

• My Spouse Made The RequestResponse: “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 RefinancingResponse: “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 / PaymentResponse: “Is there any harm in just obtaining a free quote? There is no obligation.”


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Pre-Qualification of Borrowers

• Our DOUBLEconfirm™ process only allows pre-qualified borrowers to be transferred based on a few critical pieces of information:

• Screen Out Properties Not Within Your State CriteriaCall Center: “Are you still in Los Angeles, California?”

• Screen Out Mobile/Manufactured Homes And Mismatched Loan TypesCall 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)


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Consent To Transfer

• At this point we have:

1. Made Contact With The Borrower2. Confirmed The Borrower’s Interest3. 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.”


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Step 3: Live Transfer

Live Call & Data Transfer Process

• Call Center Agent Makes Contact With Mortgage OriginatorCall Center: “Hello, this is [agent’s name] calling from the DoublePositive call center. I have John Doe on the line. His phone number is 410-555-1212.”

• Originator Enters Borrower’sPhone Number Into DoublePositive Client ExtranetThis phone number lookup bringsup the lead information associatedwith the borrower.


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Step 3: Live Transfer

Live Call & Data Transfer Process

• Call Center Agent Takes Borrower Off Of Hold, Introduces The Two Parties, And Completes the LIVE Hot TransferCall Center: “Hello, John. I have [loan officer’s name] on the line. He can help you with that free mortgage 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


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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

Frequently Asked Questions

• What conversion ratios (from transfers to findings) are DoublePositive clients experiencing?Our clients overall conversion rates tend to be directly related to the size of their organization and the number of experienced loan officers taking Hot Transfers.

• Is credit pulled on the borrowers prior to the transfer?Out of privacy concerns, we do not collect social security numbers. Thus, we do not pull a borrowers credit. Credit filters are based on self-assessed credit.

• Are LIVE Hot Transfers exclusive?Hot Transfers are exclusive to your organization. The consumers associated with the transfers that you receive will not be transferred by DoublePositive to any other sales professional.

• Are there any special phone or Internet technology requirements to receive LIVE Hot Transfers?No. All you need is a phone number that is dedicated to receiving Hot Transfers and a standard web browser.

• Can we have the inbound Hot Transfers routed to a receptionist first, and then re-directed to a loan officer?Yes, but this is not recommended. Getting the borrower off hold and speaking with a live loan officer ASAP is a key to the effectiveness of our Hot Transfers program.

• Are the conversations between the call center agents and the borrowers recorded?Yes, All conversations between borrowers and the call center are recorded and are available for your 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.

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!

Economy & Finance

LIVE Hot Transfer Mortgage Leads