Why the word needs defining
With brokers arranging 81.6% of new residential home loans and settling $139.08 billion in a single quarter on the MFAA's figures, there are a lot of brokers who would like the same enquiry. A shared lead is sold to three or four of them at once. Each rings the same person. By the third call the person has stopped answering, and the invoice that looked cheaper has cost more in contact rate than it saved.
How exclusivity is kept, stage by stage
It is a property of the process, not a promise on a sales page.
- The campaign runs for you alone: your criteria, your states, your product
- Verification and qualification happen once, on your enquiry, not on a pooled list
- Duplicate lead checking runs against records already sent to you, so the same person is never sold to you twice
- There is no shared pool, so there is nothing to resell later as aged data
- Delivery goes into one CRM, yours, and the record is not re-entered under another campaign name
What exclusive does not fix
It says who gets the enquiry. It says nothing about whether the person can borrow, which is what mortgage lead qualification is for, and nothing about how fast you call, which is yours. An exclusive lead that waits in a queue until the evening is exclusive and cold at the same time.
If a lead turns out to be wrong
Exclusivity does not mean infallible. A number can go dead or a story can fall apart on the call. Flag it. The process, with its five business day window, is described under invalid lead replacement.
Who this is not for
A broker who buys on price alone. Exclusive enquiries cost more per record than shared ones, because the whole enquiry was produced for you. If the comparison is invoice against invoice, a shared list will always look better. If it is settled loans against spend, it usually will not.
Pricing
A fixed cost per exclusive, verified lead agreed before the campaign runs. No retainer, no lock in. Brokers without the hours to run this themselves can read about the model under outsourced lead generation for mortgage brokers.