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Why Greenwood & Hall Is Different

A Proprietary Data Model

With any Greenwood & Hall premium live transfer campaign first and foremost is garnering an aggregate of data purchased exclusively for our client, (credit scored or ITA), that consists of mutually agreed to data targets that our client desires in obtaining the optimal level of borrower who needs to refinance. The likelihood of loan submission tends to be greater than the average live transfer model found elsewhere within the mortgage market place.

Why Is This?

To start, our comprehensive data modeling has already created a profile for a borrower who A) has the propensity to needing to refinance, and B) tends not to reject the telephone experience immediately. We target homeowners who are not the typical internet shopper, or who are not out just to rate shop.

Our studies have shown that this type of prospect becomes more cooperative in providing essential and required documentation because they have immediate need, and yet still all the credit worthiness. This creates a faster process for the loan officer with a borrower who typically is willing to move forward, thus shortening the “pipeline” process.

Our client and their loan officers typically receive a prospective borrower who may have not been seeking to refinance in the first place, however becomes more apt to follow through with an application. One reason for this is that our agents do a good job at educating the borrower with potential options originally thought to have been unavailable. This is often quite a revelation to borrowers allowing them to see new solutions to their financial challenges. Greenwood & Hall’s mortgage savvy agents have apprised them of the reality of their situation, and have helped them rethink using some of their equity towards reducing debt, interest, lowering monthly bills, or simply realizing dreams.

Generally speaking, as mentioned, these prospective borrowers are not shoppers, as opposed to the Internet aggregator lead which is a prospect that is a “tire kicker”. This is a key reason why the exclusivity of Greenwood & Hall’s lead product is so valuable.

Agent Quality

Paramount to the success of a Greenwood & Hall’s live transfer campaign is our agent quality. Our agents have an average of three and half years tenure on the job, and have a high acumen for understanding retail mortgage.

From a marketing standpoint, Greenwood & Hall’s agents are making intelligent and enthusiastic introductions with a much more consultative sales approach as opposed to a stale, scripted and mechanical approach. All of this is performed without the high-pressure tactics typically associated with lead generation and the stigma attached to traditional telemarketing. Because gimmicky pressure tactics are not used, we eliminate forced transfers all together. Overly aggressive representation is not tolerated and is avoided in part because our agents are not compensated solely on a per transfer basis.

The Greenwood & Hall agent is typically a much more mature, with a charismatic personality. Our people are well taken care of in terms of a positive cultural working environment with full accountability and monitoring. Though the Greenwood & Hall rep is well informed about the mortgage process and financial services, (with a significant number of them coming from retail lending), they are not quoting rates, pushing one product over another, nor are they making biased or overreaching statements. They are suggesting possibilities in the mind of the borrower. This fact assures our client that 100% compliance is adhered to as relating to any FCRA related issue.

All Campaigns Contain The Following Benefits 100% Of The Time

• All prospective borrowers are exclusively disseminated to our client!
• All borrowers have an expressed interest to speak with a loan officer first!
• All campaigns come with detailed reporting.
• All calls are 100% digitally recorded.
• All campaigns include our signature, best practices in-house orientation session.
• All campaigns have ongoing monitoring & account management.
• All campaigns have a dedicated client service team managing communications.
• All campaigns include in-house visits from senior management.

Greenwood & Hall’s Origination of Mortgage Data

As mentioned, all Greenwood & Hall campaigns start with a data blueprint that is proprietary. Our model was crafted and developed over five years by Greenwood & Hall’s analysts and executive team producing a model that provides credit and equity attributes, and one that delivers prospective borrowers who have a greater propensity for needing to take action on their mortgage. All three major credit bureaus (Experian, Equifax & Trans Union) have contributed. Either ITA or pre-scored models are available.

Greenwood & Hall’s Mortgage Sample Data Targets (Scored Scenario):

• Single Family Residences
• FICO – Depending On Client’s Needs / Desires (We can target from A – D)
• No Refinancing Last 10 Months
• LTV of 75% or Less
• Property / Market Value / Loan (lien) Amount
• No Mobile Homes

Greenwood & Hall’s Mortgage Minimum Lead Parameters

• Minimum Loan Amount of $80K or Minimum Home Value of $100K (Average tends to be $200K depending on client program)
• Maximum LTV of 90% (Averages tend to range from 65-75%).
• No Refinance in the Last Three (3) Months
• No Mobile Homes
• All Contact Information (Name/Address)

States

At very least to reach optimal efficiencies and create a sustainable data universe, Greenwood & Hall will need a mix of at least 12-15 of the following states: NY, VA, TX, MI, PA, IL, FL, MA, CT, ME, AZ, CO, OR, NV, CA, WI, MO, MN, OH, GA, MD, NJ, TN & WA. These may be altered.

Pricing

Price-per-lead is determined by the length of contract, volume of leads purchased, state coverage, data targets and lead parameters.

Campaign Options

• FTP Site Programming.
• Data query string programming for instant capture of borrower info.
• Specialized loan officer sales skills training.

Raising The Bar

Greenwood & Hall’s goal is to accomplish the following for our client:

• Increase The Overall Funding Rate
• Increase The Profitability Per Funded Loan
• Decrease The Cost Per Funded Loan
• Provide A Consistent Volume Of High Quality Exclusive Leads
• Become A Long-Term & Dependable Marketing Partner