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Exclusive Mortgage Leads – Myth Or Reality?
By Mark greig
Exclusive Mortgage Leads – Myth or Reality?Exclusive mortgage leads can help boost your business – but how do you know if they are really exclusive? There are a few things you can do to make sure.When it comes to running a mortgage business, one thing is for sure: the more marketing strategies you pursue, the better your odds of being successful. Buying exclusive mortgage leads is one avenue you can take. Rather than depending solely on the business you can drum up on your own, you can supplement your clientele with leads you buy from a mortgage lead generation company.This sounds great, you say – but how do you know the leads you pay for will actually result in new loans for you? The answer is that you don't, but you can increase your chances of making a sale by ensuring that your leads are exclusive – meaning that you are the only business who buys them. High quality, exclusive mortgage leads have been known to close at rates as high as 15%. However, many lead generation firms sell each lead to a variety of different mortgage brokers, which sharply decreases your chances of making a sale.The biggest disappointment can be purchasing what you believe to be exclusive mortgage leads, but finding when you follow up on the lead that someone else has beaten you to the punch or you are competing against six other loan officers. Many brokers have been disillusioned in this manner. How does this happen? The problem is that although many lead generation companies market "exclusive" leads they also offer leads that are sold to multiple brokers at the same time. Some times you order the wrong product, some times it's the fine print and most times it's an unscrupulous vendor that stills sells your exclusive lead to others.The problem with non-exclusive mortgage leads is that the more brokers who have the same information, the less likely it is that you will make the sale. This is why conversion rates for most leads are in the 2-3% range. And if you are lucky enough to get the loan, often it is a very competitive situation which means lower yield spread premiums. Thus the low price that initially attracted you turns out to be less of a good deal than you thought. Not to mention you are wasting a lot of time chasing 97-98% of those leads that go no where.But with the proliferation of websites where brokers compete for borrowers' business, are exclusive mortgage leads even a reality

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