Leaving the Mountains Behind

October 30, 2024 | NCS/S1

Denver is abuzz as attendees of the Mortgage Bankers Association’s Annual Conference fly out of Denver International, the 4th busiest airport in the US.  Here’s some items we have our eyes on post-show:

Rates are not moving in the right direction.

Essentially, the economy is still too strong.  Job gains are occurring, consumer spending is resilient, etc.  Additionally, former President Trump is gaining in national polls. With the candidates in a virtual dead heat, some investors are getting more vocal about the anticipated national debt growth under a Trump presidency.  The Trump administration is expected to raise the national debt by $7.5 trillion by 2035 compared to the Harris administration at $3.5 trillion (CNN, MarketWatch). This debt increase may be influencing the bond market, though some economists believe the Fed’s rate drop was already priced in. The economy remains too resilient for investors to move in another direction.

So, what to do for new business?

Getting a jump on leads is critically important, especially with the trigger leads bill included into a must-pass defense spending bill for 2025.  At S1, we favor propensity models that provide predictive metrics of when an individual will enter a particular market for a service/product within a given period.  We recommend iScreen from Experian, which allows originators to upload or generate a lead list using hundreds of attributes, such as location, income level, and dependents.  Using Experian’s In the Market Model, you can identify consumers that are “in the market” and, hence, most likely to respond to your offers.  Consumers who score within the top 20 percentile model tier are 80% likely to enter the purchase market within the next 120 days. That’s a powerful insight to extend your marketing budget and help prioritize who makes your pre-screened offer.

In addition, iScreen is a true SaaS solution.  Service First will aid in configuring your iScreen account and provide training to expertly navigate the platform.  Whether performing analysis like portfolio review or lead generation, your team will have access to iScreen at their convenience, 24/7.

We regularly give demos for iScreen.  Drop us a line and see if it’s a good fit.