Cross-Sell & Upsell: Portfolio Expansion Opportunities

Mortgage Lending

Client Need:

A large mortgage corporation had an existing portfolio of 1.8 million non-mortgage customers. Foreseeing an opportunity to expand these relationships, the organization set out to develop a direct marketing effort. To be more effective in offering a competitive home equity or first mortgage loan, this company needed to gain a better understanding of their customers’ underlying mortgages and market values.   

Solution:

To achieve the results, CoreLogic used Match & Append Database Services to append the clients’ customer data with recorded mortgage information to develop a more comprehensive view. With the list fully populated, ValuePoint®4, a multiple-point method AVM, was applied to estimate current market values.  

Results:

Using Match & Append Database Services to populate its database and ValuePoint4® to estimate market value, the client embarked upon a successful direct marketing program with a “better than typical” response resulting in an increased number of new home mortgages. Additionally, the client is tracking attributes of respondents and is embarking on a new lead generation campaign using these known attributes to find “like prospects” via ListSource.