Aftermarket Leads, The Secret Weapon of Small Mortgage and Debt Businesses

Have you ever heard of aftermarket leads? Well I am about to reveal a secret that you can use for a fraction of the cost of any other marketing method. And if you are like most small businesses you can use your passion to succeed to overcome your shortage of cash. Aftermarket leads can become that secret weapon to grow your mortgage or debt business on a budget.

What Are Aftermarket Leads?

Aftermarket leads are Internet leads that were not sold into the real-time marketplace. These leads are excess supply or undersold from some of the top names in online lead generation. That means you are getting the same great Internet leads that your competitors are paying $20-$40 a lead to get in real-time.

Aftermarket or aged leads are generated with the same premium marketing methods and quality control as the real-time leads. However, due to a shrinking list of lead buyers many of these great leads go without distribution. This is your opportunity!

Why So Cheap?

As you may have noticed, aged Internet leads are only a small fraction of the cost of a real-time lead. Does that make them of lesser quality. Certainly not, they are generated in the exact same way.

So, why are they so cheap?

• Most lead providers guarantee real-time leads
• Leads are time-stamped and therefore quickly disqualified
• Lead providers must maximize their monetization
• Long-term media buys require cashflow to sustain volume

These factors mean that online lead generation businesses must met their obligations to their clients, but very quickly are in a position of aged leads. This leaves a lot of lead volume on the discount rack–the lead aftermarket.

How Do I Get the Most Out of Them?

The quality is there and the price is right on these aged leads. However, to get the most from them it will require discipline on your part. As you can see from what I have described these are leads that are a bit bruised, but full of opportunity. Getting the most out of them requires an understanding of the customer perspective and a good lead management process.

The customer being delivered in an aftermarket or aged lead likely fits into one of two categories:

• The customer has never been called, or
• They have been called one to two other times

Most Internet leads are distributed (or sold) four to five times.

(That’s right if you were to buy one of those $20 leads you would be competing with at least four other mortgage or debt settlement companies.)

However, if you buy an aged lead you will be talking to a customer that is frustrated because they have never been called about their Internet inquiry or haven’t been called back by the first one or two lenders in days. Your sales strategy should attack that opportunity. Be very attentive, listen to their needs, and follow-up, follow-up, follow-up.

Your extra sense of urgency will certainly land a lot of these underserved clients.

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Next Wave Marketing Strategies brings over 5 years of integrity, innovation, and client satisfaction to the aged debt leads market. We offer industry leading quality control, data cleansing, and a generous return policy to empower you to build your business in the fastest, most cost effective manner. Learn more about aged debt leads.

(photo credit: TheTruthAbout)