Lead Management for Debt Reduction

Lead Management for Debt Reduction | MKT Analytics
A law firm focused on debt relief had leads coming in faster than they could handle them and from many different types of sources. In the short term, they had a choice of adding lead management/sales resources or figuring out how to prioritize leads in order to not pursue ones with little chance of closing. They chose the latter. 

MKT Analytics developed a logistic regression model based on lead source, debt amount, state, lead age and other factors to predict a closing probability for each lead. The law firm was able to eliminate 40% of all leads before first contact, and gain a much greater sense of the value of each lead source.