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					Search Strategy for Building
Searches That Work
Leads to Loans is designed to be easy to use…and it is! Just connect to the Internet (using
Internet Explorer version 5.5 or higher as your browser), type in the website address
www.leadstoloans.com and enter your user ID and password to get started. Most find it simple
to navigate the site, print labels and reports and even export leads and data to another program
(such as Microsoft Word or Excel). What is most critical to your success in using Leads To
Loans is to understand the combination of search criteria you will want to use to produce the
leads you need.

Before you get started, we encourage you to participate in training. For more information on the
types of training we offer, please visit us http://www.faresuniversity.com. The search
suggestions we provide here are only a few of the possible searches you can do using Leads To
Loans. Understanding the searches in this guide should provide you with a good understanding
for building whatever future searches you may need for your business.

Keep in mind: this guide does not include an explanation of every possible search tool available.
Rather, it is intended to provide you with a basic understanding of how to build searches and to
identify some of the key errors that customers who have not participated in training, or taken the
time to use this guide, commonly make.

Finally, the goal of this guide is to help you become an educated consumer. You are already
invested in Leads To Loans. You now have the advantage of having access to a nationwide
database for all major markets updated daily with every new deed and mortgage transaction and
it includes everything you need to know about a property or to reach the owner. Leads To Loans
is a powerful, in-house tool that will allow you to customize your searches, preview the results
and obtain a count before ever purchasing your leads. It is definitely worth an investment of
your time to understand the search tools and database that you have access to with Leads to
Loans…the result will be a better return!

Thanks for your valued business! Remember, we are here to support you. If you have questions,
you can call our central support team at (800) 345-7334.

Our goal is your success!
Table of Contents

View List
Count Records
Maximizing On The Opportunities
Avoiding Duplicates
Owner Occupied vs. Absentee
Corporate Owned Properties
Matching Criteria to Your Marketing Strategy
Land Use
Currency of Data
Searching by Interest Rate
All Mortgages vs. First/Junior Mortgages
Adjustable Rate Mortgage Leads
Sub-prime Lender (Target Lender) Leads
Reversed Target Lender Search
Wildcard for finding Target Lenders
FHA/VA Mortgage Leads
Historical Rate Mortgage Leads
Jumbo Mortgage Leads (eligible for conforming rates)
Term Reduction Leads
Commercial Loan Leads
Mortgage Consolidation Leads
Maturing Short Term Mortgage Leads
Privately Held Note Buyers‟ Leads
PMI Removal Leads
Mortgage (Life) Insurance Leads
New Homeowners Leads
Over Equity Mortgage Leads
Neighbor Search
No Mortgage (High Equity)
Purchase Money Leads
View List
Take the time to do a “View List” before you do a “Full Record Download”. “View List” will
allow you to preview a sampling of the fields that you will get for each record that the search you
have built is going to generate. You will not see any information that you could use to actually
work the lead (owner name, phone number, full address, etc.) until you do the “Full Record
Download”. However, “View List” does provide you the opportunity to pre-qualify that the
leads you are about to purchase are leads that match your target profile. In scanning through the
“View List” if you happen to notice something that does not match what you had intended to
download, then you have an opportunity to go back to the search screen and make a change to
the search criteria before you do a “Full Record Download”.

Also, please note that some counties collect more information than others. If you are interested
in knowing how populated a field is for a specific county, just go to “View List” (no criteria
selected). That is, as long as it is a field included on the “View List” screen you can scan through
the records to see if that information is being collected and if so about how often the information
is available.

You are not charged for doing a “View List”. For other tips on how to use “View List” to your
advantage; see Market Intelligence and Currency.

.
Count Records

Once you have done a “View List” you will want to proceed to “Count Records”. Let the count
run until finished. If you find that the count is much lower than what you anticipated (based on
your working knowledge of the industry) then this may be an indication that you need to go back
to the search screen and make a change to your search parameters to get everything you were
looking for. If the count indicates that the search will generate more records then you are
prepared to use right now then you may choose to cap off your search at a specific number of
records using the “Maximum Number of Records” tool located in category 4 under
“Downloading” on the search screen before you proceed to a “Full Record Download”. When
you cap off your search, you have 60 days to “Resume Download” and pick up where you left
off. You are not charged for doing a “Count Records”. For other tips on how to use “Count
Records” to your advantage; see Market Intelligence.
Currency
As a company, we do daily updates but we may only get new information for a specific county
on a weekly or monthly basis. Also, the information we get is not necessarily up to present date.
In some areas there is actually a lag between origination date and recording date which could be
30, 60, 90 days. In other areas, it is only a matter of days. It really depends on how quickly the
county can record and release the information. Regardless, we upload it as soon as it is released.
To determine what the most recent transaction date is, use “View List”. Just clear the search
screen of all criteria except the state and county you are interested in. Choose “View List” as the
“Download Type” and click “Search”. On the “View List” screen, use your bottom scroll bar to
scroll right until you see “Mortgage Date”. The date for the first record in the grid is an
indication of the most recent transaction date available for the selected county.

Owner Occupied vs. Absentee

If you do not limit your search to owner-occupied properties (only) then you may find the same
property owner and mailing address multiple times within the results. This occurs because some
of the property owners are investors who happen to own more than one property on your list.
Each record is, in fact, a unique property and a unique lead. You may, however, want to export
the file and use some other software like Microsoft Excel or Access to “de-dup” your list. That
is, filter the list to get each unique owner name and mailing address just once. Then you can be
sure you are only mailing or calling the investors on your list just once. A cheat sheet with step-
by-step instructions for how to de-dup your lists using Excel is available under tutorials on
www.faresuniversity.com.


Corporate Owned Properties

One of the fields that you will not see when you do a “View List” is owner name. Taking this in
to account, it is important to note that you have the option to target or exclude corporate owned
properties. If you are primarily focused on residential properties, then you may want to exclude
corporate owned properties by checking the box under “Downloading” in category 4 on the
“Search” screen. This is always optional. If you are interested in commercial properties then you
will want to leave that filter box unchecked.
Land Use

You can use the “Land Use” tool to specify certain types of properties you would like to target.
Keep in mind: the database includes every parcel of property in each county where coverage is
available. This includes residential, apartment, commercial, vacant, industrial and agricultural
class properties. The land use table is not specific to the state, county or counties you are
searching. Rather, it is a national land use table. The county or state assigned land use code is
used to assign each property to one of the national land use categories.

To select more than one land use category, hold down your [Ctrl] key as you point and click (left
mouse key) on each of the land use categories you would like to include. There are also two
preset selections you can opt to use: “Residential” or “Non-Vacant Residential”. These
selections are not specific to residential class properties but rather residential income properties
and will include multifamily properties and apartment buildings. Both preset selections are the
same except that the “Non-Vacant Residential” selection does not include those categories
specific to vacant or unimproved residential income land.

IMPORTANT: It is not always necessary to use “Land Use”. For example, when searching for
property owners with a current FHA loan, you know if they have a FHA loan then the property
must be residential. Therefore, it is probably not necessary to use the land use search tool. Also,
if you suspect that you are not getting everything that you are looking for when you do a “Count
Records”, then before you do a “Full Record Download” you may want to run the search with
and without the “Land Use” criteria to get a comparison of how it affects your results.

To get a better understanding of how “Land Use” may affect your searches, you will want to
work with your local trainer. Since the land use code assigned by the county or state does
determine which national land use category each property is assigned to and the system that each
county or state uses for assigning those codes does vary; it is difficult to provide a definitive
guide that would apply to all properties. However, your local trainer can help. Finally, if you
find any discrepancies with regard to a property being assigned to the wrong category (based on
your knowledge of the property), we ask that you let us know. It may be a county or state level
issue. For example, if a property is assigned the wrong land use code on the county or state level
then it is very possible that it will also be assigned to the wrong national land use category.
Either way, we will want to know in order to research the matter and we will do our best to make
corrections wherever possible. It does not come up very often but we do want to make sure that
you have a good understanding of anything that may affect the number of records returned when
you do your searches.
All Mortgages vs. First/Junior Mortgages
You can only use either the “All Mortgages” or the “First/Junior Mortgages” menu to build a
search - not both. The tools you will see on each menu are (for the most part) the same but how
the criteria will be applied to the database when searching for matches is very different. It
depends on the search that you are doing which menu will work to get the best results. You may
want to run a “Count Records” first building the search under “All Mortgages” and then under
“First/Junior Mortgages” to get a comparison. To clarify…

“All Mortgages” Searches: Criteria are applied to every mortgage transaction in the database
regardless of whether it is a first or a junior mortgage (or even if it not classified as either - or).
This includes comparing your criteria to the details of all mortgage transactions for the current
owner of each property in the database even if they are not current mortgages. To assure you are
only getting leads based on current mortgages, you must check “Search Most Recent Mortgage
Only”. Once you do so, the criteria will then only be applied to the last recorded mortgage
chronologically. On the pro side, you are able to search for both first and junior mortgages at the
same time. On the downside, you may miss any first mortgages that meet the other criteria you
have selected but are not the last recorded mortgage chronologically. That is, you will miss any
current first mortgages where there is a more recent junior unless that junior also meets your
criteria.

“First/Junior Mortgages” Searches: When using this menu, you have the option to build your
search specific to first or junior or even a specific combination of first and junior.

If you build your search specific to first only, then you have the option of checking “Most Recent
Mortgage Only” or “Most Recent First Mortgage Only”. When you check “Most Recent First
Mortgage Only”, it will not matter if there is a more recent junior; you will get all properties
where the most recent first meets your criteria and you do have access to the complete mortgage
history (last six mortgage transactions for the current owner) in order to see what other liens they
may have. On the pro side, this is an effective tool for uncovering the leads that were previously
hidden when doing the same search under “All Mortgages” and checking “Most Recent
Mortgages”.

If you build your search specific to juniors only, then you have the option of checking “Most
Recent Mortgage Only” or “Most Recent Junior Only”. Most of the time, you will want to
choose “Most Recent Mortgage Only” when searching specific to juniors. The real advantage
here is that you can expand the other criteria like mortgage amount range.

If you are searching for property owners who have a specific combination of both a first and a
junior, you can use both the first and the junior menus and set separate criteria for the first and
the junior mortgage. This is a great way to identify consolidation leads (please see sample
searches).
The downside to using the “First/Junior Mortgages” menu rather than the “All Mortgages” menu
is that there are some transactions for which we do not know whether they are first or junior
mortgages. Those transactions are classified as other. Overall, this is true of a small percentage
of transactions in the database. However, it may affect some counties or states more so than
others. When you first get started with Leads to Loans, you may want to experiment by building
searches using both the “All Mortgages” menu and the “First/Junior Mortgages” menu just to get
a record count and a comparison.
Interest Rates
Interest rates are not always available. You can do a search specific to “Interest Rate” to get a
very targeted list. However, if you use the “Interest Rate” tool and add criteria, you
automatically eliminate anyone who may have a mortgage that meets your criteria but the
interest rate is unknown. Any interest rates shown are based on the original rate. If the mortgage
has an adjustable rate, the rate shown does not reflect adjustments. Also, there is currently no
way to then go back and get those that don‟t show an interest rate but otherwise meet your
criteria. That is, not without buying some of the same leads twice. Remember, you get the
interest rate field whether you use the tool or not. When it is not available it will simply show
„N/A‟ in the field. Also, there are other ways to find high rate mortgages. See search samples.

Market Intelligence

Using “View List” & “Count Records” to gain market intelligence is one of the many advantages
you have as a LeadsToLoans subscriber. Again, you are not being charged to use “View List” or
“Count Records”. One example of how you can use “View List” to gain market intelligence is to
select a lender name using the “All Mortgages” menu. Make sure you select all of the different
abbreviations and/or divisions for that mortgage company from the lender table. You do not
need to specify “Most Recent Mortgage Only” as you will not be downloading the results. Do
not select any other criteria. Selecting “View List” as your download type and then choosing to
search will give you an opportunity to see what type of mortgages, rate types, and interest rates
that lender offers. Also, you will be able to see whether that lender is in fact reporting the
interest rate, term, etc. Next, you can add an origination date range and run a count; changing
your download type to “Count Records” to see how many mortgages they originated during a
specific period. Since the count is not limited to current mortgages, what you are determining is
the type of volume that lender is doing in that particular market. However, before you download
anything you will probably want to change the search to insure you are only getting leads based
on current mortgages. See the sample search tips for downloading Target Lender Leads.
Matching Criteria To Your Marketing Strategy
We are not in the business to sell you leads you cannot use. Therefore, we have provided you
with the tools you will need to match your search criteria to your marketing strategy. Whether
you are telemarketing, doing direct mail or a combination of the two, you can filter your list to be
as specific as possible.

Telemarketers Exclusively: Use the “Properties with phone numbers” tool and choose
“Only” but do not check the box to exclude properties with an incomplete mailing address.
Since you are also getting the property address and phone number, you will not want to eliminate
good leads just because the mailing address is incomplete.

Direct Mailers Exclusively: Check the box for “Exclude properties with incomplete mailing
address”. It should not matter if they have a listed phone number so you do not need to use that
tool. You will get the phone number regardless where it is available and the field will say N/A
when the number is not available. Note: it is a small percentage overall for which the mailing
address is incomplete but again we are not in the business to charge you for leads you cannot
use.

Doing a combination of both? You may want to do two searches for the same type of lead but
each time changing the filters. For example, run one search for “Properties with phone
numbers”, but leave the “Exclude properties with incomplete mailing address” box unchecked.
Then, run the same search for “Properties with phone numbers” and check the box for “Exclude
properties with incomplete mailing address”, as well. This way you are still getting everyone
who meets your criteria, but you are keeping them separate based on the contact information you
will have to work with and the different outputs you may want to produce for each.

Maximizing on the opportunities in your market and getting the best return will require that
you do a variety of searches each month. Also, you will want to tailor your marketing campaign
by changing the letter or telemarketing script you are using to match the type of lead you are
working. Too many mortgage companies are using a generic approach when working their
leads. By generic, we are referring to an offer, which lists everything from the option to
refinance to a better rate, to reducing the term of their mortgage, PMI removal and other cash out
options. For the property owner who may be getting offers like these from multiple companies
around the same time it can be confusing. If you tailor your letter or script to specifically
address their current mortgage(s) and state what exactly it is you can do for them succinctly then
you are more likely to generate their interest. Also, you may need to try different approaches at
different times with some property owners to get the best results. Make sure, however, you are
always working with current information. You do not want to waste time and money (i.e.
postage & toll charges) working with outdated information.

Many of the search samples site optional criteria, which will affect the results but can be used to
get a very specific type of lead. Again, you may want to try different approaches at different
times to maximize on the opportunities.
Avoiding Duplicates
It is important to note that you cannot run the same exact search over immediately and expect to
get new leads. You must change one of the variables (i.e. date range, county, state, etc.) to get a
new list of leads. This is not to say that you will not ever want to do the same exact search twice.
For example, you might do a search this month, work it and then move on to another. There is
no reason that you cannot go back and rerun that same search a few months from now;
sometimes it is just a matter of timing.

Also, to get the best return, you may decide that you are better served by setting a higher priority
on matching your searches to your current marketing strategy. To get the best return be sure to
tailor your marketing campaign for each type of lead you have downloaded. For example, if you
do a search today for high rate mortgages by targeting specific lenders then your pitch will be
that you can refinance their mortgage to get them a better rate. Next month you may do another
search specific to adjustable mortgages that are coming up on either the first or second
adjustment period. Given that some of the lenders you targeted with the earlier search may offer
both fixed rate and adjustable rate mortgages, you could be getting some of the same leads from
search to search. While there are strategies you can use to limit the number of duplicate records
from search to search; you may not want to do this. Taking into account that the marketing
strategy/pitch that you use should be different for each different type of lead you download, even
if you happen to find yourself contacting the same property owners more than once it should not
be with the same pitch every time. It may be that last month the pitch you used for the list of
high rate lender leads did not generate the owner‟s interest but contacting them this month to
specifically address that they have an adjustable rate which is about to go up may be what it
takes to get their business.

The important point is that you may be getting some leads that you have bought in the past. Of
course, this is necessary to make sure that you are only working with current information.
Remember, it is less expensive to refresh your list than it is to waste valuable time and marketing
bucks (i.e. postage & toll charges) working an outdated lead that is not going to generate
business for you.

If you are still concerned about limiting the number of duplicates downloaded from search to
search, you will want to contact your local trainer for additional instruction.
Adjustable Rate Mortgage Leads
Before you start, make sure you have read “All Mortgages vs. First/Junior Mortgages”.
You can either use a combination of sample search 1 & 2 (each run separately) or instead
just use sample search 3. We recommend testing both strategies and using “View List” and
“Count Records” to identify which will generate the best results and the greatest quantity
of leads. .

Search Sample #1
Adjustable Rate First Mortgages

Goal: To find property owners that have a current first that is an adjustable rate mortgage
regardless of whether they have a junior mortgage on top of that which was taken out more
recently and for which the rate is higher than current rates or they are coming up on their first or
second adjustment period when the rates will go up no matter what is going on in the market.
The offer will be to refinance them at a lower adjustable rate or a preferred fixed rate.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” Menu, use the “First” Mortgages submenu
    Check “Most Recent First Mortgage Only”
    Use “Origination Date” to enter a range of dates going back a few years from the current
     calendar date will allow you to find those who are coming up on the first or second
     adjustment period. An alternative approach would be to search based on when the average
     rate for an adjustable was higher than it is now; referencing sites like
     http://www.hsh.com/mtghst.html or www.mortgage-x.com to identify the date ranges you
     will want to use. You will also use the high date of your range to mortgages with
     prepayment penalties, which vary from lender to lender. Keep in mind those adjustable
     mortgages which may have had carried a teaser rate initially and as a result the owner is
     restricted to a longer prepayment penalty period.
    Choose “Rate Type” Adjustable
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    You may choose to use “Mortgage Type” Conventional. By doing so, you will not get the
     government loans that carry an adjustable rate. This is optional.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Search sample #2

Adjustable Rate Junior Mortgages

Goal: To find property owners whose most recent mortgage (chronologically) is an adjustable
rate junior mortgage originated when the rates were higher than they are currently and/or we
know that they are coming up on the first or second adjustment period when the rate will go up
no matter what the interest is currently and what is going on in the market. The offer will be to
refinance them at a lower adjustable rate or a preferred fixed rate. Also, since we are focusing on
juniors, you may also be able to consolidate their loans.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” Menu, use the “Junior” Mortgages submenu
    Check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates going back a few years from the current
     calendar date will allow you to find those who are coming up on the first or second
     adjustment period. An alternative approach would be to search based on when the average
     rate for an adjustable was higher than it is now; referencing sites like
     http://www.hsh.com/mtghst.html or www.mortgage-x.com to identify the date ranges you
     will want to use. You will also use the high date of your range to mortgages with
     prepayment penalties, which vary from lender to lender. Keep in mind those adjustable
     mortgages which may have had carried a teaser rate initially and as a result the owner is
     restricted to a longer prepayment penalty period.
    Choose “Rate Type” Adjustable
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional. If you choose to do so, remember you can usually stand to include smaller
     mortgages here (than what you would use when searching for First) when entering your
     mortgage amount range since you are focusing on juniors.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.

Note: We did not use the “Interest Rate” tool to avoid missing good leads given that the interest
rate for some mortgages is not available. We already know that we will get the rate when it is
available regardless of whether we use the tool or not and that given the origination dates for
these mortgages that the rate is about to go up so it is a good time for them to refinance.
Search Sample #3
Adjustable Rate Mortgages - All

Goal: To find property owners whose most recent mortgage (chronologically) is an adjustable
rate mortgage regardless of whether it is a first or a junior (or unclassified) that was originated
when the rates were higher than they are currently and/or we know that they are coming up on
the first or second adjustment period when the rate will go up no matter what the interest is
currently and what is going on in the market. The offer will be to refinance them at a lower
adjustable rate or a preferred fixed rate.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” Menu, Check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates going back a few years from the current
     calendar date will allow you to find those who are coming up on the first or second
     adjustment period. An alternative approach would be to search based on when the average
     rate for an adjustable was higher than it is now; referencing sites like
     http://www.hsh.com/mtghst.html or www.mortgage-x.com to identify the date ranges you
     will want to use. You will also use the high date of your range to mortgages with
     prepayment penalties, which vary from lender to lender. Keep in mind those adjustable
     mortgages which may have had carried a teaser rate initially and as a result the owner is
     restricted to a longer prepayment penalty period.
    Choose “Rate Type” Adjustable
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.

Note: We did not use the “Interest Rate” tool to avoid missing good leads just because the
interest rate for some mortgages is not available. We already know that we will get the rate
when it is available regardless of whether we use the tool or not and that given the origination
dates for these mortgages that the rate is about to go up so it is a good time for them to
refinance.
Target Lender Searches
Before you start, make sure you have read “All Mortgages vs. First/Junior Mortgages”.
You can either use a combination of sample search 5 & 6 (each run separately) or instead
just use sample search 4. We recommend testing both strategies and using “View List” and
“Count Records” to identify which will generate the best results and the greatest quantity
of leads. .

Note: In Search samples 4 – 6, you are specifically targeting the fixed rate mortgages that are
not government insured because while some of the lenders on your target lender list may also
offer government insured loans and/or adjustable rate loans, there are other searches you will
want to use to get the adjustable rate mortgage leads and/or the FHA/VA mortgage leads (not
specific to lender) and you do not want there to be any overlap of criteria from search to search.

If you do not already have a target lender list, we suggest you:

   1) Network whenever you can to find out who those lenders are
   2) Go back in your files for the past year to see whose business have you refinanced lately
      and add those lenders to your target lender (find out who else has a current mortgage with
      that lender)
   3) Ask your wholesale lender for a list of sub-prime lenders

Use the Internet to find websites that offer mortgage company directories like: www.mortgage-
x.com To find mortgage companies doing business in your target market and identify what type
of loan programs they offer. Keep in mind, however, this directory and others like it do not
include every lender but nonetheless may be a source you can use to identify lenders doing
business in your target market; the loan programs and rates they have to offer.
Sample Search #4

High Rate Mortgages by Target Lender - All

Goal: To find current fixed rate mortgages which are prime candidates to refinance. These
could be mortgages that were originated at any time - regardless of what rates were like at that
time (when originated) compared to what they are now. Fact is, there are always going to be
those who, because they have less than perfect credit, are forced to go with a sub prime lender
and take a mortgage with a higher rate. You may already have a good idea of which lenders you
would like to target. If not, to identify those lenders you need to target specific B-C-D lenders
who do business in your target market. You can make up to 200 lender selects per search.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” Menu, Check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates – Usually going back maybe 5 years or so
     and up to one year back from the current calendar date. Basically, you want to take in to
     account possible prepayment penalties.
     Using the lender tool, type in the first few letters of the first lender you would like to target
     and click on the “Search” tab. Select all of the different variations of the lender name
     (point and click on each). If next is highlighted, click on it to see other ways that lender
     may record their name and select those. Once you have selected all of the different
     variations for the first target lender, repeat this process for other target lenders. When you
     are ready, click on the “Done” tab and you will see a list of all selected lenders.
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    “Mortgage Type” is optional.

 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy.
Sample Search #5

High Rate, First Position Mortgages by Target Lender

Goal: To find current fixed rate mortgages which are prime candidates to refinance. These
could be mortgages that were originated at any time - regardless of what rates were like at that
time (when originated) compared to what they are now. Fact is, there are always going to be
those who, because they have less than perfect credit, are forced to go with a sub prime lender
and take a mortgage with a higher rate. You may already have a good idea of which lenders you
would like to target. If not, to identify those lenders you need to target specific B-C-D lenders
who do business in your target market. You can make up to 200 lender selects per search.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” Menu, Check “First Mortgages”
    Check “Most recent first mortgage only”
    Use “Origination Date” to enter a range of dates – usually going back maybe 5 years or so
     and up to one year back from the current calendar date. Basically, you want to take in to
     account possible prepayment penalties.
     Using the lender tool, type in the first few letters of the first lender you would like to target
     and click on the “Search” tab. Select all of the different variations of the lender name
     (point and click on each). If next is highlighted, click on it to see other ways that lender
     may record their name and select those. Once you have selected all of the different
     variations for the first target lender, repeat this process for other target lenders. When you
     are ready, click on the “Done” tab and you will see a list of all selected lenders.
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    “Mortgage Type” is optional.

 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy.
Sample Search #6

High Rate, Junior Mortgages by Target Lender

Goal: To find current fixed rate junior mortgages which are prime candidates to refinance.
These could be mortgages that were originated at any time - regardless of what rates were like at
that time (when originated) compared to what they are now. Fact is, there are always going to be
those who because they have less than perfect credit are forced to go with a sub prime lender and
take a mortgage with a higher rate. You may already have a good idea of which lenders you
would like to target. If not, to identify those lenders you need to target specific B-C-D lenders
who do business in your target market. You can make up to 200 lender selects per search.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” Menu, Check “Junior Mortgages”
    Check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates – usually going back maybe 5 years or so
     and up to one year back from the current calendar date. Basically, you want to take in to
     account possible prepayment penalties.
     Using the lender tool, type in the first few letters of the first lender you would like to target
     and click on the “Search” tab. Select all of the different variations of the lender name
     (point and click on each). If next is highlighted, click on it to see other ways that lender
     may record their name and select those. Once you have selected all of the different
     variations for the first target lender, repeat this process for other target lenders. When you
     are ready, click on the “Done” tab and you will see a list of all selected lenders.
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    “Mortgage Type” is optional.

 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy.
Target Lender Searches Reversed

An alternative to targeting specific lenders is to do the reverse. That is, instead of selecting
specific lenders that you would like to target, you can select those lenders you DO NOT want
and then check “Exclude Selected Lenders”. Using this strategy, you will get everyone who has
a mortgage that meets your criteria with everyone except the selected lenders.


Lender Name Wildcard Select

You can query the lender table using the wildcard „%”. For example, if you want to see all of the
consumer discount companies on the lender table, type %consumer dis%‟ and click on the
“Search” tab. This query will find all lenders who have the words consumer discount as part of
their name. You could also query by other key words like bank.
FHA/VA Mortgage Leads
When searching for government insured loans, it will depend on what your preference whether
you should use the “All Mortgages” example an/or the “First/Junior Mortgages” example.
Please read over both to get a better understanding of the possibilities.

Sample Search #7
FHA/VA (Straight) Streamline Prospects

Goal: Find homeowners that have a high interest current FHA or VA loan only (no junior
present).

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Type” to select FHA and/or VA
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional and is only necessary if you want to specify the minimal mortgage amount
     that you are interested in to avoid the low-end properties. You will still use a range but the
     high end (even if you enter $99,999,999 as your high end) will not matter. That is, given
     that the amount of financing offered on a property will not exceed the maximum for
     government loans at that time when they were originated.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy. It is not necessary to use “Land Use” to
narrow your search to residential for this particular search since all of these loans will be for
residential anyway.
Sample Search #8
FHA/VA with a Junior Present

Goal: Find homeowners that have a high interest current FHA or VA loan. This search will
return all current FHA or VA loans regardless of whether there is a junior present. This can be
very common. A homeowner with an FHA or VA will quite often take out a small home equity
loan or line of credit - even within the first year that the current first was originated. Here, you
are getting those that you did not get with the “straight streamline” search.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “First Mortgages”
    Check “Most recent first mortgage only”
    Select “Presence of a junior” yes.
    Use “Origination Date” to enter a range of dates (for the first)
    Use “Mortgage Type” to select FHA and/or VA
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional and is only necessary if you want to specify the minimal mortgage amount
     that you are interested in to avoid the low-end properties. You will still use a range but the
     high end (even if you enter $99,999,999 as your high end) will not matter. That is, given
     that the amount of financing offered on a property will not exceed the maximum for
     government loans at that time when they were originated.
    Under the “Junior Mortgages”, check “Most recent mortgages only”


You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy. It is not necessary to use “Land Use” to
narrow your search to residential for this particular search since all of these loans will be for
residential anyway. In fact, we recommend that you do not.
Historical Rate Mortgage Leads
Before you start, make sure you have read “All Mortgages vs. First/Junior Mortgages”.
You can either use a combination of sample search 9 & 10 (each run separately) or instead
just use sample search 11. We recommend testing both strategies and using “View List”
and “Count Records” to identify which will generate the best results and the greatest
quantity of leads. .

Note: To be effective, you must know when it was that rates were higher. An excellent source for
that information is http://www.hsh.com/mtghst.html Find out what the average national rate was
from month to month - for the 15 year, the 30 year and the 1 year ARM. Search only for those
loans originated during those years/months when the rate was higher than it is currently. Keep
in mind; the rate you see was the average. Anyone who had „A‟ credit probably got a lower rate.
So, only use those time periods where the average was high enough that even someone who had
good credit would‟ve been given a rate that is higher than rates are now.
Sample Search 9:
Historical Rate First

Goal: Locate property owners who took out a first mortgage (going back several years or more)
during a period when the average national rate was on average higher than it is now; specifically
those that have yet to refinance (still current mortgages).

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “First Mortgages”
    Check “Most recent first mortgage only”
    Use “Origination Date” to enter a range of dates.
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional. Mortgage amount can be used here to limit your search to properties to
     eliminate low-end properties (with regard to value). Another way that mortgage amount
     could be used here is to identify loans that were considered “Jumbo Loans” when they
     were originated but now qualify under new conforming limits. Adding this criterion will
     reduce the number of matched records but it will give you a very specific type of lead,
     which may be desirable in trying different marketing campaigns.
    You may also want to eliminate privately held and/or seller take back mortgages (use each
     tool to exclude each) but this is optional
    “Mortgage Term” can also be used to specifically target ideal prospects for your “Term
     Reduction” campaign. This is optional. Mortgage term can be used here to limit your
     search to properties where the term is greater than the desired range i.e. 25 to 40 years.
     Adding this criterion will reduce the number of matched records but it will give you a very
     specific type of lead, which may be desirable in trying different marketing campaigns.
    If you are not using “Mortgage Term” you may want to use “Matured Mortgages” and
     choose exclude. This is always optional. Run the search with and without this criteria and
     use your “View List” and “Count Records” to determine whether it is going to work to your
     advantage or not.


 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy. As long as there is no overlap
 between date ranges used here and other searches you have done; it is not necessary to use
 “Mortgage Type” or “Rate Type”. Anyone who took out a mortgage when rates on average
 were much higher than they are now and it is still a current mortgage that hasn‟t
 matured…they are paying too much. Not to mention all the equity they probably have.
 Remember, sometimes it is just about time. They may need cash or it may be that they are
 finally thinking about lowering their mortgage payment.
Sample Search 10:
Historical Rate Junior

Goal: Locate property owners who took out a junior mortgage (going back several years or
more) during a period when the average national rate was on average higher than it is now -
specifically those that have yet to refinance (still current mortgages).

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “Junior Mortgages”
    Check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional. If you do so, remember you can usually stand include smaller mortgage
     amounts on the searches for juniors. .
    You may also want to eliminate privately held and/or seller take back mortgages (use each
     tool to exclude each) but this is optional.
    Use “Mortgage Term” to enter a range that allows you eliminate matured mortgages. Be
     aware, however, that term is not always populated. So if you use this criterion, you may
     actually be missing some good leads. Run the search with and without this criteria and use
     your “View List” and “Count Records” to determine whether it is going to work to your
     advantage or not. This is always optional.

 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy.

As long as there is no overlap between date ranges used here and other searches you have done;
it sis not necessary to use “Mortgage Type” or “Rate Type”. Anyone who took out a mortgage
when rates on average were much higher than they are now and it is still a current mortgage
that hasn‟t matured…they are paying too much. Not to mention all the equity they probably
have. Remember, sometimes it is just about time. They may need cash or it may be that they are
finally thinking about lowering their mortgage payment.
Sample Search 11:
Historical Rate ALL

Goal: Locate property owners who took out a junior mortgage (going back several years or
more) during a period when the average national rate was on average higher than it is now;
specifically those that have yet to refinance (still current mortgages).

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional. Mortgage amount can be used here to limit your search to properties to
     eliminate low-end properties (with regard to value). Another way that mortgage amount
     could be used here is to identify loans that were considered “Jumbo Loans” when they
     were originated but now qualify under new conforming limits. Adding this criterion will
     reduce the number of matched records but it will give you a very specific type of lead,
     which may be desirable in trying different marketing campaigns.
    You may also want to eliminate privately held and/or seller take back mortgages (use each
     tool to exclude each) but this is optional
    “Mortgage Term” can also be used to specifically target ideal prospects for your “Term
     Reduction” campaign. This is optional. Mortgage term can be used here to limit your
     search to properties where the term is greater than the desired range i.e. 25 to 40 years.
     Adding this criterion will reduce the number of matched records but it will give you a very
     specific type of lead, which may be desirable in trying different marketing campaigns.
    If you are not using “Mortgage Term” you may want to use “Matured Mortgages” and
     choose exclude. This is always optional. Run the search with and without this criteria and
     use your “View List” and “Count Records” to determine whether it is going to work to your
     advantage or not.

 You will also want to narrow your search using the tools under “Downloading”, “Property
 Characteristics” and “Property Location” as necessary to make sure that the leads you
 download match your target profile and your marketing strategy.

As long as there is no overlap between date ranges used here and other searches you have done;
it sis not necessary to use “Mortgage Type” or “Rate Type”. Anyone who took out a mortgage
when rates on average were much higher than they are now and it is still a current mortgage
that hasn‟t matured…they are paying too much. Not to mention all the equity they probably
have. Remember, sometimes it is just about time. They may need cash or it may be that they are
finally thinking about lowering their mortgage payment.
Commercial Loans

Before you start, make sure you have read “All Mortgages vs. First/Junior Mortgages”.
You can either use sample 12 or 13 depending on your preferences. We recommend testing
both strategies and using “View List” and “Count Records” to identify which will generate
the best results and the greatest quantity of leads.


Sample Search: 12
Commercial Loans All

Goal: Locate current commercial loans, which are prime prospects to refinance. This search
will return all commercial loans regardless whether they in the first or junior position so long as
it is the most recent mortgage transaction chronologically and it meets the combination of criteria
you have selected.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most Recent Mortgage Only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    On the “Property Characteristics” menu, use “Land Use” to select all of the commercial
     land use types you would like to include. If your first attempt to get a count results in fewer
     records than you anticipated, it may be that you need to add to or change your selection of
     land use types (i.e. try it with the Commercial NEC category).
    You also have the option of targeting select lenders you compete well with or even
     excluding select lenders; using the lender tool.

You will also want to narrow your search using the tools under “Downloading” or “Property
Characteristics” as necessary to make sure that the leads you download match your target profile
and your marketing strategy. Hint: When searching for commercial, do not check “Exclude
corporate owned properties” or “Owner occupied”.
Sample Search: 13
Commercial Loans First

Goal: Locate all current first position commercial loans - which are prime prospects to refinance
regardless of whether there is a junior mortgage taken out more recently.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “Most recent first mortgage only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    On the “Property Characteristics” menu, use “Land Use” to select all of the commercial
     land use types you would like to include. If your first attempt to get a count results in fewer
     records than you anticipated, it may be that you need to add to or change your selection of
     land use types (i.e. try it with the Commercial NEC category).
    You also have the option of targeting select lenders you compete well with or even
     excluding select lenders; using the lender tool.


You will also want to narrow your search using the tools under “Downloading” or “Property
Characteristics” as necessary to make sure that the leads you download match your target profile
and your marketing strategy. Hint: When searching for commercial, do not check “Exclude
corporate owned properties” or „Owner occupied‟.
Mortgage Consolidation
Sample Search: 14
Mortgage Consolidation

Goal: Locate property owners who have both a first and a junior mortgage but specifically those
that have a certain combination of the two. This is one of the few searches where you will use a
combination of the “First” and the “Junior” mortgage menus at the same time.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “First Mortgages”
    Check “Most recent first mortgage only”
    Select “Presence of a junior” yes.
    Use “Origination Date” to enter a range of dates (for the first)
    Use “Mortgage Type” to select conventional (not including FHA/VA because there is
     another search sample shown for finding FHA/VA with a junior present)
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference
     (remember this is for the junior). This is optional.
    Under the “Junior Mortgages”, check “Most recent mortgages only”
    You may also want to use “Mortgage Amount” and enter the acceptable range for the junior
     mortgage
    Optional: If you are a lender, you may be interested in knowing who has a current first
     with your company but has a second with someone else. To identify those, build the search
     as described above but add lender name to the first mortgage criteria (select your name
     from the lender table). Also, add lender name to the junior mortgage criteria, again
     selecting your company name from the lender table but this time checking “Exclude
     Selected Lender”.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Maturing Short Term Mortgages
Sample Search#15:
Short Term Mortgages About To Mature - All

Goal: Identify short-term mortgages (this includes Balloons) that are about to mature.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most Recent Mortgage Only”
    Use „Maturity Date‟ to enter a range of dates starting 30 days out from the current through
     to 12 months from current.
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    Use “Mortgage Term” to enter a range for everything less than 15 years.
           o You have the option of specifying „balloon mortgages‟ using “Mortgage Type”,
               but this does not always work since not all balloons are identified as balloons in
               the database. You can, however, try it both ways - with and without the
               “Mortgage Type” selection.

Note: In those counties where maturity date is not well populated, this search may not generate
any leads.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Privately Held and Seller Take Back Leads
Before you start, make sure you have read “All Mortgages vs. First/Junior Mortgages”.
You can either use a combination of sample search 16 & 17 (each run separately) or instead
just use sample search 18. We recommend testing both strategies and using “View List”
and “Count Records” to identify which will generate the best results and the greatest
quantity of leads. .


Search Sample# 16
Private Note Buying Opportunities - First

Goal: Identify current “privately held” or “seller take back” first mortgages (regardless of
whether there is a junior present) in order to solicit the lender and offer to buy the note. The
private lender or seller who took back the mortgage may be interested in having the capital
and/or reducing their risks.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “First Mortgages”
    Check “Most recent first mortgages only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    Use “Private Lender” and choose “Only” and/or Use “Seller Take Back” and choose
     “Only”
    Under the “Downloading” menu, check “Properties with lender address only”
           o This is actually optional. Currently there is no way to go back and get those that
               do not show a lender address as being available. If you choose not to limit the
               search this way, you will get all those mortgages that meet your criteria regardless
               of whether the lender address is available. In doing so, you could use the lender
               name, book and page number as a starting point to try and locate the lender and
               make contact.

You will also want to narrow your search using the tools under “Property Characteristics” and
“Property Location” as necessary to make sure that the leads you download match your target
profile and your marketing strategy.

Note: The difference between “Private Lender” and “Seller Take Back”: “Private Lender” is
usually a contractor or a business of some type (pool company, etc.) and the “Seller Take Back”
is the prior homeowner who took back the mortgage when they sold the property.
Search Sample#17
Private Note Buying Opportunities - Junior

Goal: Identify current „privately held‟ or “Seller Take Back” junior mortgages in order to solicit
the lender and offer to buy the note. The private lender or seller who took back the mortgage
may be interested in having the capital and/or reducing their risks.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “First/Junior Mortgages” menu, check “Junior Mortgages”
    Check “Most recent mortgages only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    Use „Privately Lender and choose “Only” and/or Use “Seller Take Back” and choose
     “Only”
           o Since this a search specific to juniors, you won‟t get too many seller take backs
    Under the “Downloading” menu, check “Properties with lender address only”
           o This is actually optional. Currently there is no way to go back and get those that
               do not show a lender address as being available. If you choose not to limit the
               search this way, you will get all those mortgages that meet your criteria regardless
               of whether the lender address is available. In doing so, you could use the lender
               name, book and page number as a starting point to try and locate the lender and
               make contact.

You will also want to narrow your search using the tools under “Property Characteristics” and
“Property Location” as necessary to make sure that the leads you download match your target
profile and your marketing strategy.

Note: The difference between “Private Lender” and “Seller Take Back”; “Private Lender” is
usually a contractor or a business of some type (pool company, etc.) and the “Seller Take Back”
is the prior homeowner who took back the mortgage when they sold the property.
Search Sample#18
Private Note Buying Opportunities – All

Goal: Identify current “privately held” or “Seller Take Back” mortgages (first, junior and
others) in order to solicit the lender and offer to buy the note. The private lender or seller who
took back the mortgage may be interested in having the capital and/or reducing their risks.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most recent mortgages only”
    Use “Origination Date” to enter a range of dates
    Use “Mortgage Amount” to enter a range of mortgage amounts based on your preference.
     This is optional.
    Use „Privately Lender and choose “Only” and/or Use “Seller Take Back” and choose
     “Only”
    Under the “Downloading” menu, check “Properties with lender address only”
           o This is actually optional. Currently there is no way to go back and get those that
               do not show a lender address as being available. If you choose not to limit the
               search this way, you will get all those mortgages that meet your criteria regardless
               of whether the lender address is available. In doing so, you could use the lender
               name, book and page number as a starting point to try and locate the lender and
               make contact.

You will also want to narrow your search using the tools under “Property Characteristics” and
“Property Location” as necessary to make sure that the leads you download actually match your
target profile and your marketing strategy.

Note: The difference between „Private Lender‟ and “Seller Take Back”; „Private Lender‟ is
usually a contractor or a business of some type (pool company, etc.) and the “Seller Take Back”
is the prior homeowner who took back the mortgage when they sold the property.
PMI Removal
Sample Search#19
Finding Candidates to Remove PMI

Goal: Identify homeowners who have owned their home for a few years, who can refinance, get
rid of PMI insurance and use the savings to obtain additional cash.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most recent mortgages only”
    Use “Origination Date” to enter a range of dates
          o Select a time frame that allows for appreciation (go back a few years)
    Use “Purchase Type” and select “purchase”
    Use “Loan to Value” and enter 85% to 95%
          o This means they had up to 15% equity but not less than 5% at the time of
              purchase but given the origination date the loan is seasoned

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
New Homeowners
Sample Search#20
New Homeowners for Mortgage (Life) Insurance

Goal: We are not talking PMI. Rather, this search is to find candidates for personal life
insurance that will pay off their mortgage upon death (a.k.a. “Mortgage Insurance”). Locate
new homeowners and capitalize on the fact that they just made a huge investment by buying a
home and may be concerned about who would pay off the mortgage if anything were to happen
to them.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most recent mortgages only”
    Use “Recording Date” to enter a range of dates (usually going back not more than six
     months through to the most recent transaction date available (See „Currency‟).
    Use “Purchase Type” and select “purchase”

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Search Sample#21
New Homeowners with equity for Home Improvement Leads (and other products)

Goal: This is not usually a search used by lenders, but rather Contractors or Home Improvers.
The goal is to identify new homeowners who put a certain amount of money down (i.e. 20%) and
therefore have equity. The contractor or home improver will contact the new homeowner,
welcome them to the neighborhood, offer to make improvements to their home and finance the
work.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most recent mortgages only”
    Use “Recording Date” to enter a range of dates (usually going back not more than six
     months through to the most recent transaction date available (See „Currency‟).
    Use “Purchase Type” and select “purchase”
    Use “Loan to Value” and enter 20% to 80%
          o This means they had up to 80% equity but not less than 20% at the time of
              purchase and that they have equity to work with.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Search Sample#22
Finding Over Equity Candidates for 125’s

Goal: Locate new homeowners who did NOT start out with more than a minimal amount
of equity who may want to make improvements to their home.

Criteria:

    Choose a state and the county or counties you would like to target.
    Under the “All Mortgages” menu, check “Most recent mortgages only”
    Use “Recording Date” to enter a range of dates going back not
          o Select a time frame that allows for appreciation (usually going not more than six
              months through to the most recent transaction date available (See „Currency‟)
    Use “Purchase Type” and select “purchase”
    Use „Loan to Value‟ and enter 85% to 95%
          o This means they are starting out with not more than 15% equity but at least 5% at
              the time of purchase

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Neighbor Search
Search Sample#23
Neighbor Search

Goal: Use the census tract (available for fully downloaded Leads to Loans leads) for a
client you recently did business with and use that to contact their neighbors to offer your
services.

For example, if you are a Home Improver, you could start out searching for new homeowners
with equity and offer your services. Then, take the census tract as provided by Leads To Loans
for that homeowner and build a search to identify who the neighbors are, contact them to bring
their attention to the recent work you did for their neighbor and offer to do some work for them.

Criteria:

    Choose a state and the county of the subject property (recent client)
    Under the “Property Location” menu, use the “Census Tract” tool to enter the subject‟s
     census tract
    Under “Property Characteristics” choose “Owner Occupied” Only
    You may also want to narrow your search to a certain type of property using “Land Use”
     under “Property Characteristics”

You may also want to narrow your search using the tools under “Downloading”, as necessary to
make sure that the leads you download match your marketing strategy.
Absence of Mortgage (Information)
Sample Search#24
Non-Mortgage Sale Date

Goal: Identify property owners with high equity.

Criteria:

    Choose a state and the county or counties you would like to target.
    Use the “All Mortgages” menu
    Using the “Non-Mortgage Sale Date” tool, enter a range of dates based on your preference

This search is based on the absence of mortgage data. If no borrowing information appears since
RES has been keying it is probable that a lot of equity has accumulated.

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.
Purchase Money Mortgages
Sample Search#25
Builder Search (New Construction)

Goal: Identify new construction, identify the builder and build a relationship with the builder in
order to pick up some purchase money business.

Criteria:

    Choose a state and the county or counties you would like to target.
    Use “Non-Folio Parcels”, select “Only”
           o A property will be considered new construction up until the property is assigned
              an Assessors Parcel Number (usually for at least the first couple of months)
    Use the “Property Location” to narrow your search to municipality (where available), zip
     code range or select zips. This is optional.
           o Not sure what zip codes you are looking for? Try www.zipfind.net
Active Borrowers
Sample Search#26
Finding Active Borrowers

Goal: Locate homeowners whose borrowing history shows they consistently take advantage of
lowering interest rates or equity available in their home.

Criteria:

    Choose state and county or counties
    Using the “All Mortgages” menu, check “Most Recent Mortgage Only”
    Using “Origination Date” to enter a date range going back at least 12 to 18 months from the
     present
    This will be applied to the last recorded mortgage chronologically which means they
     haven‟t done anything lately
    Use the “Number of Mortgage Transactions” tool to enter a range of 4 to 12
    This means that since they took ownership, they have at least 4 mortgage transactions
     (including purchase money, refinances, etc.).

You will also want to narrow your search using the tools under “Downloading”, “Property
Characteristics” and “Property Location” as necessary to make sure that the leads you download
match your target profile and your marketing strategy.

				
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