Distinguishes a lead quality problem from a process problem. Low contact rate with a healthy funded rate points at the leads or the dial speed; healthy contact with a low funded rate points at qualification or placement.
Related terms
Speed to lead
The elapsed time between a lead being generated and the first outbound contact attempt.
Cost per funded deal
Total acquisition spend divided by the number of deals that actually funded from it.
Cost per lead
The price paid to acquire a single lead record, before any consideration of whether it converts.
Double dial
Calling a lead twice in quick succession, on the basis that a second ring shortly after a missed first is answered noticeably more often.
Data append
Adding contact details to a record from a third-party database rather than collecting them from the person directly.
One-time code verification
Confirming a phone number by texting a code mid-application that the applicant must enter to submit.