The Client
One of TRANZACT’s Fortune 1000 clients is a leading mortgage lender
that offers mortgages and home loans across the credit spectrum directly
to consumers and indirectly through mortgage brokers and bankers.
The Challenge
Due to massive changes in the macroeconomic environment and the
residential real estate market, the client had difficulty achieving the quality
of prospects it needed and the volume it wanted to grow its business.
TRANZACT was engaged to pinpoint prospects who fit the client’s target
profile and develop a pool of qualified leads accessible on a timely basis
and, in the process, drive down the cost to fund a loan.
The Solution
Initially, TRANZACT performed detailed analysis to understand the client’s
cost drivers and determine the current cost of funding a loan. Based on this
insight, TRANZACT developed a multi-channel marketing strategy designed
to drive incremental customers at a fixed cost – customers that were not
otherwise available to the client based on their current marketing efforts.
Additionally, TRANZACT leveraged its industry expertise, deep analytical
capabilities and technology platform to develop and support a predictive
response model which resulted in significantly higher conversion rates
than the partner generated on its own. TRANZACT and the client created
a collaborative relationship that extended far beyond a traditional clientvendor
relationship and which helped the client achieve its cost and
volume targets in the midst of unprecedented market turbulence.
The Results
TRANZACT has generated more than 100,000 high quality, dedicated leads
at a cost per lead that enabled the client to achieve its cost per funded loan
benchmarks and generate approximately $500 million in loans.
