Case Study: Leading Mortgage Company achieves actionable lost-lead intelligence and higher marketing ROI with Experian Lost Lead Analysis

Know your leads. Grow your Business

Experian worked with several leading mortgage lenders that wanted a complete view of lead quality to optimize marketing spend, improve sales strategies, and maximize conversion and ROI. Lenders needed answers about whether they were buying the right leads, offering the right product mix, losing business to competitors, and allocating sales and lead-management resources effectively.

Experian implemented Lost Lead Analysis for Mortgage to measure behavior and outcome of leads that didn’t convert, linking dropouts to new tradelines opened and reporting on trade types, product mix, loan amounts and borrower readiness. The analysis showed billions in new mortgage originations by lost leads (averaging $339,000 per loan), 17% of new tradelines were first mortgages and 49% were revolving credit cards—insights that helped lenders validate lead sources, justify marketing investment, refine segmentation and improve conversion.