How Insights Driven Marketers Gain a Competitive Advantage
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The document discusses key statistics and insights about mortgage consumer behavior, highlighting that over 60% of consumers visit multiple third-party sites during their mortgage search and frequently resubmit inquiries. It emphasizes the importance of timely lead responses, noting that contacting leads within a minute significantly boosts conversion rates, and outlines challenges related to compliance with TCPA regulations. Additionally, the document introduces Jornaya's technology platform, which captures consumer shopping behaviors in real-time to enhance compliance and lead performance.
How Insights Driven Marketers Gain a Competitive Advantage
- 1. THE POWER OF INTENT FORMERLY ELI SCHWARZ SENIOR DIRECTOR, ENTERPRISE PARTNERSHIPS
- 2. KEY MORTGAGE CONSUMER STATS 60% +31%4X OF MORTGAGE CONSUMERS VISIT MORE THAN ONE THIRD PARTY SITE OF MORTGAGE LEADS CONTINUE SHOPPING AFTER SUBMITTING A LEAD FORM THE TYPICAL MORTGAGE CONSUMER IS SEEN FOUR TIMES ON 3RD PARTY MORTGAGE SITES Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 3. consumer reach lead volume collaboration resource optimization 3RD PARTY LEAD CHANNEL Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 4. 3RD PARTY LEAD CHANNEL lead quality competition lack of control compliance riskConfidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. consumer reach lead volume collaboration resource optimization
- 5. Acquire customers… in a way that’s profitable and compliant. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 6. Eyewitness to the consumer’s actions during the considered purchase journey. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 7. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. THE JORNAYA NETWORK DOMAINS INDUSTRIESENGAGEMENT 30,000 10200MM RUNNING JORNAYA CODE IN THE JORNAYA NETWORKCONSUMER EVENTS / MONTH
- 8. JORNAYA TECHNOLOGY RESIDES DIRECTLY ON 30K+ WEBSITES WHERE CONSUMERS ARE SHOPPING Jornaya-witnessed consumer behaviors are captured and stored in a privacy-friendly manner. LEAD EVENT DATA Universal LeadiD (“Consumer Journey Vin#”) Issued: 80A0DB02-4BA9-6496-1BC1-D5FB609AE03D CONSUMER ANONYMOUS IDENTITIES ATTACHED TO UNIVERSAL LEADID Persistent Device ID Hashed PII (Email, Phone, Other) IP Address, Geography, Other
- 9. SOLUTIONS TO DRIVE LEAD PERFORMANCE & COMPLIANCE IMPROVEMENTS • REAL-TIME LEAD EVENT ATTRIBUTES • PREDICTIVE INTENT SCORING • TCPA PROTECTION Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 10. 391% IMPROVEMENT ON LEAD CONVERSION EVENT FASTER IS BETTER Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. 1 min 2 min 3 min 30 min 1 hour 5 hours 1 day TIME ELAPSED BEFORE FIRST PHONE ATTEMPT 160% 98% 62% 36% 24% 17% 1 MINUTEMaking an attempt to contact a lead by phone within one minute of their inquiry dramatically increases the likelihood of conversion, even if contact isn’t made.
- 11. LEAD SPEED TO DIAL CALL CENTER SPEED TO LEAD EQUATION FOR PURCHASED LEADS MGMT SYSTEM
- 12. LEAD AGE SPEED TO DIAL SPEED TO LEAD EQUATION FOR PURCHASED LEADS 3RD PARTY WEBSITE LEAD CALL CENTER LEAD MGMT SYSTEM
- 13. HOW OLD ARE YOUR LEADS WHEN YOU RECEIVE THEM? LEAD AGE SPEED TO DIAL SPEED TO LEAD EQUATION FOR PURCHASED LEADS 3RD PARTY WEBSITE LEAD CALL CENTER LEAD MGMT SYSTEM
- 14. 2014: 40% OF LEADS LESS THAN 5 MINUTES OLD Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. LEAD AGE IMPROVEMENT IN MORTGAGE 2017: 90% OF LEADS LESS THAN 5 MINUTES OLD
- 15. WHO GETS THE LEAD FIRST? 3RD PARTY WEBSITE LEAD 1ST TO RECEIVE 4TH TO RECEIVE 5TH TO RECEIVE 2ND TO RECEIVE 3RD TO RECEIVE LENDER LENDER LENDER LENDER
- 16. AVERAGE DIFFERENCE BETWEEN 1ST & 3RD LENDER TO GET THE LEAD… Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. 40% LESS LIKELY TO ORIGINATE A LOAN
- 17. LEVEL OF ENGAGEMENT DURING THE WEBSITE LEAD EVENT Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. LEVEL OF ONLINE ACTIVITY IN THE MORTGAGE INDUSTRY CONSUMER BEHAVIOR
- 18. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. CONSUMER BEHAVIOR 70% OF LEADS : CONSUMERS SPEND 1-5 MINUTES ON LEAD FORM
- 19. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. CONSUMER BEHAVIOR 45% LESS LIKE TO ORIGINATE A LOAN WHEN THE CONSUMER SPENDS LESS THAN 1 MINUTE ON LEAD FORM
- 20. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. CONSUMER ACTIVITY IN THE MORTGAGE INDUSTRY ApplicationRate Consumer Velocity (Prior Week) 1 Event 2 Events 3 Events 4 Events 5+ Events Loan Application Rate by Consumer Velocity
- 21. CUSTOM CONSUMER INTENT SCORE PREDICTING LIKELIHOOD TO FUNDPerformanceRelativetotheAverageConversionRate 0% 50% 100% 150% 200% 250% Each bar contains 5% of total leads - 1 is the best performing 5% - 20 is the worst performing 5% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 22. TCPA REGULATIONS PRESENT ADDED CHALLENGES • SINCE 2013 EXPRESS WRITTEN CONSENT IS REQUIRED TO DIAL • UP TO $1500 PER PHONE CALL FOR VIOLATIONS • INDUSTRIES AND CAREERS BUILT ON SUING BRANDS & SETTLING LAWSUITS Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 23. TCPA LITIGATION TRENDS SINCE 2013 +31.8% Year-Over-Year Growth in TCPA Litigation between 2015 and 2016 NumberofLitigations 0 1250 2500 3750 5000 2013 2014 2015 2016 4,860 3,687 3,052 2,220 - Source: WebRecon LLC | www.webrecon.com Published January 24, 2017 Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 24. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. AND IT’S EASIER THAN EVER TO SUBMIT COMPLAINTS…
- 25. DID THE CONSUMER CONSENT? Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. WHAT DID THEY CONSENT TO?
- 26. ONLY 65% OF LEADS ARE INITIALLY COMPLIANT WITH BRAND STANDARDS Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 27. JORNAYA CLIENTS DRIVE COMPLIANCE OVER 95% 46% Improvement in Disclosure Match Rate once clients start using with Jornaya’s TCPA Guardian. Percent of Leads Compliant with Brand's TCPA Standards 60% 70% 80% 90% 100% Match Rate Pre-TCPA Guardian Match Rate WITH TCPA Guardian Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.
- 28. A TWO PART TCPA MITIGATION SOLUTION: • VERIFY CONSUMER CONSENT IN REAL TIME • PROVIDE PROOF OF CONSENT IN THE EVENT OF A COMPLAINT TCPA GUARDIAN
- 29. Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved. “In my experience defending my clients, I’ve had evidence to defend TCPA complaints. But the Visual Playback provides me with persuasive evidence.” Outside Counsel who has defended multiple national advertisers in TCPA litigation “Jornaya’s Visual Playback helped me dismiss a large Class Action TCPA lawsuit that I estimate saved our business $500,000 in legal fees alone.” In-House Counsel at Publicly Traded Company “In the past year we’ve been in four lawsuits in a row. All four were dismissed by the plaintiffs voluntarily, with prejudice. They won’t come back again. We could show them the consent.” In-House Counsel at national advertiser
- 30. Get started at jornaya.com | 267.460.7287 Jornaya is the consumer journey insight platform that provides marketers, data analysts, and compliance professionals with the highest-resolution view of the consumer buying journey. It is the only technology platform that witnesses both first- and third-party consumer interactions in real time and across devices. Meeting consumers at these moments of intent enables businesses to shorten the distance between data, decision, and action. Jornaya seamlessly integrates with any buyer journey decisioning process or toolkit. linkedin.com/company/Jornayatwitter.com/Jornayafacebook.com/Jornaya Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2016 Jornaya™, Jornaya.com & Jornaya™, Inc. All rights reserved.