Introduction to Online Lending & Lead Management

1. Introduction to Online Lending &Lead Management facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

2. Lead Management facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

3. What is Lead Management? Lead Management or customer relationship management (CRM) is a basic business practice designed to generate and maintain business leads. The process helps companies maximize profits, reduces lead neglect and encourages the follow-up of all leads. facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

4. Common Lead Management Practices Outlook or other email systems Notepad Memory Excel and/or Word documents Lead management software/systems Sticky Notes!

5. Lead Management Terminology Lead Generation Lead Qualification Lead Source Filtering Lead Distribution Lead Nurturing/Incubation Marketing/Email Campaigns

7. Marksman &Lead Management facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

8. About Marksman The full system not only helps you price out loans, enables you to search for the best product and determine product eligibility, but it also helps you manage all leads as well As a prospecting feature, Marksman is widely used as the first technology an online lender will use – even before their LOS in many cases Using Marksman’s lead management tools increases lender pull-through rates

9. Proven Practices Collect Prospect Information Storing & Searching Prospects Import/ Export Customer Information Manage Prospects Management Tracking Tools

10. Collect Prospect Information Manually or automatically upload all prospects regardless of the lead source Include all loan criteria in the potential customer’s file – including a full 1003 application Add-on to prospect’s information as you receive it

11. Storing & Searching Prospects Store hundreds of prospects in your account easily Search and retrieve prospect’s data directly from your Marksman account Never lose track of any customer’s information

12. Import/Export Prospect Import, transfer and manage 3.2 Fannie files within your Marksman account Export loan files automatically into your loan origination system for further loan processing

13. Manage Prospects Get increased visibility into your entire company’s pipeline Know when the best time is to follow-up on all prospects Have information at the ready when communicating with potential new customers

14. Management Tracking Tools View the activity level of individual loan officers Get detailed reports displaying your lead generation efforts Compare staff’s success rates with specific loan types

15. Online Lending facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

16. What is Online Lending? Online lending is the ability to completely process a loan, from lead sales, to application to closing, using consumer-facing browser-based capabilities and a high degree of automation throughout the process

17. Online Lending Stats 61% of online mortgage applicants reported that they would be very likely to recommend their lender to friends and relatives, compared to only 53% for in person applicants and 48% for telephone applicants 77% percent of consumers who research mortgages online are looking for rate and fee information The odds of calling to contact a lead decreases by over 10 times in the first hour after the prospect has submitted their information 48% of ALL Internet leads are ignored 4pm to 6pm is the best time to call to make contact with an online lead

18. Why use Online Lending? Online lending has the potential to: Improve customer service Facilitate rapid entry into new markets Help in the defense of existing market niches Increase lender efficiency, especially by driving down the cost of sales

19. Marksman &Online Lending facebook.com/mortechinc linkedin.com/companies/mortech-inc twitter.com/mortech

20. Topics Discussed Popular Lead Aggregators Auto-Quoting & Instant Offers Lead Notification Lead Assignment Rules Email Campaigns & RateTracker Lead Neglect & Marksman Bulletin Board New Technology Trends

21. Popular Lead Aggregators Google’s AdWord’s Comparison Ads LeadPoint LendingTree LowerMyBills QuinStreet Zillow

22. Auto-Quoting & Instant Offers LendingTree Instant Offers Zillow’s Mortgage Marketplace Google’s Lender Offers

23. Lead Notification Be in the know: Get instantly notified when leads enter your pipeline Beat out your competition: Speedy response times increases chances of getting to the lead first Road Warrior: Get new lead notifications sent directly to your mobile device

24. Lead Assignment Rules Setup specific rules for each type of lead Assign the right leads to the right loan officer for the job (by state, loan program etc) Ensure each lead is getting worked

25. Email Campaigns & RateTracker Customize and personalize emails sent to prospects - add your photo and company details to each email sent Trigger email campaigns based on the statuses you setup Setup RateTracker alerts to keep prospects informed as rates change

26. Lead Neglect & Marksman Bulletin Board Interactive system ensures each lead is getting attention Create “friendly” competition between your loan officers Maximize all lead generation efforts ensuring no lead falls on the floor

27. New Technology Trends Mobile Technologies Lead Qualification & VOIP Systems Web 2.0 and Social Networking