Case Study #13

Mortgage Marketing

Nationwide Mortgage Lender Achieves 40% Increase In Loans With Intercept Campaign

The Challenge

A nationwide mortgage lender was suffering from falling loan application rates in its existing paid search strategy. The company needed a better approach that would drive conversions for new mortgage and refinance loans while also reducing acquisition costs compared to previous campaigns.


We helped the lender achieve big loan gains with data-informed multichannel campaign:


Increase in new and refinance loans


New refinance loans annually


lower acquisition costs

The Solution

We developed an audience strategy informed by credit bureau data on active loan shoppers and pinpointed targets using the lenders’ credit and prospect goals. We reached these prospects with timely and highly personalized direct mail and email within 24 to 48 hours for a 40% increase in new loans.

What did we do

We started by understanding and defining the key desired business outcomes:

  • Increase in new mortgages and refinance loans
  • Lower acquisition costs

How we do it

We developed a focused campaign based on five essential steps. We:

  • Developed an audience strategy using credit bureau data to identify active loan shoppers
  • Fine-tuned modeling using lender’s credit and prospect profile goals.
  • Created highly personalized and compelling messaging.
  • Reached prospects via direct mail and email within 24 to 48 hours.
  • Measured to achieve triple the leads and 40% more new mortgage and refinance loans.

Services provided


  • Audience
  • Channel
  • Messaging

Data & Analytics

  • Enrichment
  • Analytics
  • Modeling
  • Measurement & Reporting


  • Print
  • Web
  • Editorial


  • Direct Mail
  • Email